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

Junyean Moon and Surinder Tikoo

Journal of Global Scholars of Marketing Science, 2013, vol. 23, issue 3, 231-244

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.

Date: 2013
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DOI: 10.1080/21639159.2013.788363

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