The role of trust and relationship structure in improving supply chain responsiveness

Handfield, Robert; Bechtel, Christian

doi:10.1016/s0019-8501(01)00169-9

Cited by 757 publications

(563 citation statements)

References 42 publications

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“…In addition, they suggest that trust, a dimension of RM, has an influence on the dimensions of TCA; opportunistic behaviour and a willingness to invest. In contrast, Handfield and Bechtel (2002) suggest that site specific assets, considered a dimension of TCA, influences trust in B2B situations. We argue that RM dimensions influence the dimensions of TCA as indicated by Geyskens et al (1998).…”

Section: Introductionmentioning

confidence: 90%

Antecedents and postcedents of satisfaction in business relationships in Canada

Hutchinson

Singh

Svensson³

et al. 2011

IJLEG

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This paper reports the findings of an investigation of whether trust and commitment influence satisfaction, and whether satisfaction then influences specific investments, opportunism, and formalisation. Using data collected in a survey of Canadian managers and executives, a model derived from marketing theory and previous empirical research was tested. The model includes both relationship marketing concepts and transaction cost theory concepts, an approach rarely encountered in existing studies. Satisfaction in an exchange relationship is formed by keeping promises in an iterative process, and serves as a safeguard against possible future risks (e.g., opportunism). Finally, we discuss the limitations of the study.

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Section: Introductionmentioning

confidence: 90%

Antecedents and postcedents of satisfaction in business relationships in Canada

Hutchinson

Singh

Svensson³

et al. 2011

IJLEG

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“…These can be consciously-made specific investments into physical or site-specific assets (Handfield & Bechtel, 2002;Haugland, 1999;Heide, 1994) or can be unconsciously developed relationship-specific assets like workforce skills (Söllner, 1999) or trust in the partner. Dissolution of the current relationship necessitates actors investing in new relationship-specific assets in new relationships.…”

Section: Switching Costs As a Bonding Dimensionmentioning

confidence: 99%

The bonding effects of relationship value and switching costs in industrial buyer–seller relationships: An investigation into role differences

Geiger

Durand

Saab³

et al. 2012

Industrial Marketing Management

117

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“…Where there is service co-production between personnel from the two parties, close interpersonal relationships foster the development of cooperative norms, and safeguard against hazards that are poorly predicted in explicit contracts (Guo and Ng, 2011), resulting in service performance improvements. Similarly, a positive association between relationship characteristics (e.g., trust, commitment, asset specificity, information sharing) and a firm's operational or relationship performance has been found (Handfield and Bechtel 2002;Yigitbasioglu, 2010;Wacker et al, 2016;). Such constructs often encompass aspects of service performance such as customer service support and service quality improvements (e.g., Cai et al, 2011).…”

Section: Service Performance and The Influence Of Inter-firm Relationmentioning

confidence: 92%

Manufacturer-supplier relationships and service performance in service triads

Karatzas

Johnson

Bastl

2017

IJOPM

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1Manufacturer-Supplier relationships and service performance in service triads Abstract Purpose This study explores the role of the manufacturer-supplier relationship in service performance within service triads. Design/methodology/approachAn abductive case-research approach was adopted, using three embedded cases and twenty-six interviews in complex, multilevel manufacturer-supplier relationships within the same service network. Cannon and Perreault's (1999) multidimensional relationship framework was deployed to achieve granular and nuanced insight. FindingsThis study corroborates the idea that relational relationships within service triads and servitization improve performance. The role of each relationship dimension in service performance is discerned, and their interplay is captured in an analytic model. Information exchange, supplier relationship-specific adaptations, and the degree of formalization of the relationship directly influence performance, while cooperative norms and operational linkages are further back in the causal ordering. The study also highlights the importance of contingent factors and how they affect the relationship dimensions. Research limitations/implicationsThe work was conducted in one network and the findings were generalized to theory rather than additonal empirical settings. Originality/valueThis study is the first to derive a contextualized causal ordering of the Cannon and Perreault (1999) framework of relationship connectors and link it with service performance.

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The role of trust and relationship structure in improving supply chain responsiveness

Cited by 757 publications

References 42 publications

Antecedents and postcedents of satisfaction in business relationships in Canada

Antecedents and postcedents of satisfaction in business relationships in Canada

The bonding effects of relationship value and switching costs in industrial buyer–seller relationships: An investigation into role differences

Manufacturer-supplier relationships and service performance in service triads

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