Post‐satisfaction factors affecting the long‐term orientation of supply relationships

Post‐satisfaction factors affecting the long‐term orientation of supply relationships Purpose – This article seeks to analyze the concept of the long‐term orientation of relationships in the supply chain (SC). This research aims to study interactions between satisfaction and commitment with the relational perspective of firm‐supplier relationships. Design/methodology/approach – The establishment of a “post‐satisfaction” framework is necessary. A model based on structural equations is used to test the set of hypotheses. Findings – The findings show that cooperation, communication, satisfaction, proved trust and commitment explain the long‐term orientation of the relationships in the SC. Research limitations/implications – This research only considers the buyer's perspective. The article considers some implications relating to different profiles of trust. Practical implications – The article includes several implications about how to communicate with customers and suppliers, how to cooperate with customers and suppliers, why buyers trust suppliers, how buyers perceive satisfaction, and how buyers commit to suppliers. Originality/value – This research, based on its “post‐satisfaction” approach, aims to complete the framework proposed by Cambra and Polo. Ideas related to the evolution of trust (“previous” vs “proved” trust) are discussed. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business & Industrial Marketing Emerald Publishing

Post‐satisfaction factors affecting the long‐term orientation of supply relationships

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Publisher
Emerald Publishing
Copyright
Copyright © 2011 Emerald Group Publishing Limited. All rights reserved.
ISSN
0885-8624
DOI
10.1108/08858621111156395
Publisher site
See Article on Publisher Site

Abstract

Purpose – This article seeks to analyze the concept of the long‐term orientation of relationships in the supply chain (SC). This research aims to study interactions between satisfaction and commitment with the relational perspective of firm‐supplier relationships. Design/methodology/approach – The establishment of a “post‐satisfaction” framework is necessary. A model based on structural equations is used to test the set of hypotheses. Findings – The findings show that cooperation, communication, satisfaction, proved trust and commitment explain the long‐term orientation of the relationships in the SC. Research limitations/implications – This research only considers the buyer's perspective. The article considers some implications relating to different profiles of trust. Practical implications – The article includes several implications about how to communicate with customers and suppliers, how to cooperate with customers and suppliers, why buyers trust suppliers, how buyers perceive satisfaction, and how buyers commit to suppliers. Originality/value – This research, based on its “post‐satisfaction” approach, aims to complete the framework proposed by Cambra and Polo. Ideas related to the evolution of trust (“previous” vs “proved” trust) are discussed.

Journal

Journal of Business & Industrial MarketingEmerald Publishing

Published: Aug 2, 2011

Keywords: Supply chain management; Commitment; Customer satisfaction; Trust; Long‐term orientation

References

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