Determinants of Source Loyalty in Buyer‐Seller Relationships

Sriram, Ven; Mummalaneni, Venkatapparao

doi:10.1111/j.1745-493x.1990.tb00517.x

Cited by 41 publications

(24 citation statements)

References 12 publications

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“…This will be particularly important for the buying firm, since the information asymmetry that increases the need for performance monitoring will be reduced [11]. The longer the relationship lasts, the stronger the bonds of trust and commitment that bind the buyer and seller into a close, collaborative relationship [46]. Japanese automakers, by investing overtime in partnerial relationships, develop relational characteristics that mitigate risks of exploitation of the supplier.…”

Section: A Japan Model Vs Emerging Us Modelmentioning

confidence: 99%

Evolving Models of Supplier Involvement in Design: The Deterioration of the Japanese Model in U.S. Auto

Liker

Fixson³

2008

IEEE Trans. Eng. Manage.

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Abstract-The U.S. auto industry in the 1990s was in a state of transition, driven by a rapidly changing environment and attempts to adopt best practices from other automakers. The Japanese supplier management system is regarded as extremely effective in delivering high-quality component systems integrated into the vehicle with short design lead times. American automakers dedicated themselves to reengineering their product development systems, benchmarking the Japanese model, and outsourcing increasing levels of vehicle content and design responsibility. This paper analyzes how these attempts at institutional imitation evolved new approaches to supplier involvement in design in the U.S. auto industry based on interviews conducted during 1998-2001. Although once copying the Japanese model, the United States has chosen a modified approach and developed models distinctively different from the original. The authors identify two dominant supplier management models emerging during this time and a newly emerging hybrid original equipment manufacturer/supplier relationship style. Concepts from organizational design and behavioral economic theories are used to explain observations across industries overtime. Evidence suggests that American automaker practices have not evolved to support the great responsibility being outsourced to suppliers. There are still barriers that create adversarial relationships when a partnership model is required for true integration of design efforts.

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Section: A Japan Model Vs Emerging Us Modelmentioning

confidence: 99%

Evolving Models of Supplier Involvement in Design: The Deterioration of the Japanese Model in U.S. Auto

Liker

Fixson³

2008

IEEE Trans. Eng. Manage.

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“…Information Exchange: Information exchange is another important characteristic of relational exchange, which has attracted considerable research attention (e.g., Lusch and Brown 1996;Noordewier, John, and Nevin 1990;Sriram and Mummalaneni 1990).…”

Section: Hypotheses Developmentmentioning

confidence: 99%

Relationship Characteristics as Moderators of the Satisfaction-Loyalty Link: Findings in a Business-to-Business Context

Homburg

Giering

Menon³

2003

Journal of Business-to-Business Marketing

105

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Weitere Arbeitspapiere finden Sie auf unserer Internet-Seite: www.imu-mannheim.de 2 Our paper is organized as follows. We begin with a brief overview of the theoretical and conceptual background of our study and provide a synthesis of the extant empirical literature on the relationship between customer satisfaction and customer loyalty. We discuss relationship characteristics as possible moderators of this link and develop research hypotheses. Next, we discuss the method employed to test these hypotheses and present our results. We conclude with a discussion of our results and its implications for future academic research and managers.

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“…The notion of relationship, or source loyalty, has been presented (Morris & Homan, 1988;Sriram & Mummalaeni, 1990;Wind, 1970) as an important variable in the study of business relationships. While it is understood that not all relationships are good or profitable (Pillai & Sharma, 2002;Reinartz & Kumar, 2000), the idea that it is advantageous to have a shared loyalty by both parties is an appealing one.…”

Section: Introductionmentioning

confidence: 99%