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Suppliers' capability factors affecting manufacturer commitment, opportunism, and supplier performance

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  • Junyean Moon
  • Surinder Tikoo

Abstract

This study extends the research on the capabilities-dependence-outcomes model in manufacturer-supplier relationships. Specifically, it examines the role of benefit-based and cost-based dependence in connecting relationships between supplier capabilities and manufacturer commitment. It also examines the impact of manufacturer commitment on supplier sales performance and manufacturer opportunism. Data from a survey of 131 suppliers of three leading Korean manufacturers are used to test the model of this research. A key finding is that suppliers should strive to generate benefit-based manufacturer dependence. Our results also indicate that supplier commitment in transaction-specific investments begets manufacturer commitment.

Suggested Citation

  • Junyean Moon & Surinder Tikoo, 2013. "Suppliers' capability factors affecting manufacturer commitment, opportunism, and supplier performance," Journal of Global Scholars of Marketing Science, Taylor & Francis Journals, vol. 23(3), pages 231-244, June.
    • Handle: RePEc:taf:jgsmks:v:23:y:2013:i:3:p:231-244
    DOI: 10.1080/21639159.2013.788363
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    References listed on IDEAS

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    1. Vincenzo Perrone & Akbar Zaheer & Bill McEvily, 2003. "Free to Be Trusted? Organizational Constraints on Trust in Boundary Spanners," Organization Science, INFORMS, vol. 14(4), pages 422-439, August.
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    Cited by:

    1. Kyong Ryul Koo & Sang Jin Kim & Kyung Hoon Kim, 2016. "The effects of internal marketing capability on export marketing strategy, B2B marketing mix and export performance," Journal of Global Scholars of Marketing Science, Taylor & Francis Journals, vol. 26(1), pages 51-65, January.
    2. Patrucco, Andrea S. & Moretto, Antonella & Luzzini, Davide & Glas, Andreas H., 2020. "Obtaining supplier commitment: antecedents and performance outcomes," International Journal of Production Economics, Elsevier, vol. 220(C).
    3. Yoon, Jeomhong & Moon, Junyean, 2019. "The moderating effect of buyer purchasing strategy on the relationship between supplier transaction-specific investment and supplier firm performance," Journal of Business Research, Elsevier, vol. 99(C), pages 516-523.

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