Article ID | Journal | Published Year | Pages | File Type |
---|---|---|---|---|
1020878 | Journal of Purchasing and Supply Management | 2010 | 10 Pages |
Abstract
Although considerable research is dedicated to influence strategies and supplier development, a lack of empirical support exists of their effects on supplier satisfaction and commitment. This exploratory study aims to fill this gap by investigating first-tier suppliers in the German automotive industry. Supplier reactions to three different influence strategies and two types of supplier development efforts are examined. Results indicate that supplier commitment is affected by the use of promises and both human- and capital-specific supplier development, while supplier satisfaction is affected by indirect, other direct influence strategies and capital-specific supplier development.
Related Topics
Social Sciences and Humanities
Business, Management and Accounting
Business and International Management
Authors
Paul W.Th. Ghijsen, Janjaap Semeijn, Saskia Ernstson,