Modeling Partners’ Behavior in Long-Lasting B2B Supply Chain Relationships

Carlos Ferro-Soto (), Carmen Padín, Carmen Otero-Neira and Göran Svensson
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Carlos Ferro-Soto: Faculty of Economics and Business, ECOBAS Research Center, Department of Business Organization and Marketing, Campus Vigo, University of Vigo, 36310 Vigo, Pontevedra, Spain
Carmen Padín: Faculty of Economics and Business, Department of Applied Economics, Campus Vigo, University of Vigo, 36310 Vigo, Pontevedra, Spain
Carmen Otero-Neira: Faculty of Economics and Business, ECOBAS Research Center, Department of Business Organization and Marketing, Campus Vigo, University of Vigo, 36310 Vigo, Pontevedra, Spain
Göran Svensson: School of Communication, Leadership and Marketing, Departement of Marketing, Kristiania University College, Postboks 1190 Sentrum, 0107 Oslo, Norway

Mathematics, 2024, vol. 12, issue 3, 1-17

Abstract: Companies have strengthened their long-term inter-organizational partnerships throughout the supply chain to neutralize competitive pressures and risks in uncertain environments. On this basis, this research aims to propose and test a model of partners’ behavior aimed at the maintenance of long-term collaboration. By using confirmatory factor analysis, structural equation modeling, and rival model testing, the theoretical model proposed attempts to identify, from a seller’s perspective, the critical variables of partners’ behavior. It also seeks to understand the effect of satisfaction between trust and commitment (as antecedents associated with relationship quality) and sales formalization, sales opportunism, and sales-specific assets (as postcendents linked to relationship efficiency). Our findings verify the nomological framework and demonstrate that the partnership quality variables affect relationship efficiency, through sales satisfaction. However, the results of our research cannot confirm the relationship between satisfaction and specific assets. This research is relevant as it deals with inter-organizational partnerships from a seller-oriented approach, and it is based on a combination of Relationship Marketing Theory and Transaction Cost Theory to demonstrate that the inter-organizational partnership quality variables exert a direct effect on the partnership efficiency variables.

Keywords: supply chain partnerships; partners’ behavior; partnership quality; partnership efficiency; seller satisfaction; relational marketing theory; transaction cost theory (search for similar items in EconPapers)
JEL-codes: C (search for similar items in EconPapers)
Date: 2024
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