• Title, Summary, Keyword: Buyer-Supplier Relationship

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An Exploratory Study of the Effect of Buyer-supplier Relationship on Supplier's Innovation : Cases from Semiconductor Equipment Industry (구매자-공급자 관계가 공급자 혁신에 미치는 영향에 대한 탐색적 연구 : 반도체 장비 산업 사례를 중심으로)

  • Lee, Kangmun;Cho, Dong-sung;Lee, Yun-cheol
    • Knowledge Management Research
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    • v.10 no.4
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    • pp.163-183
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    • 2009
  • Numerous studies in the field of buyer-supplier relationship research have focused on the buyer's performance. In contrast, supplier's performance has been paid relatively little attention by researchers, especially the research about the supplier's innovation in the relationship is still in its early stage. In this paper, we examine the relation between the attribute of buyer-supplier relationship and the attribute of supplier's innovation through case research. We define the attribute of buyer-supplier relationship as 'tie strength' (Granovetter, 1973), and the attribute of supplier's innovation as 'exploitation or exploration' (March, 1991). We selected the semiconductor equipment industry of U.S.A, Japan and Korea and firm (JUSUNG Engineering) as cases that examine the relation. We found that a strong tie relationship is positively associated with supplier's exploitation based innovation, and a weak tie relationship is positively related to it's exploration based innovation in this research also. In addition, we could verify reduction of strong tie relationship cause supplier's organizational change.

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The Effect of Information Technology on Arms-Length Buyer-Supplier Relationship

  • Kim, Soo-W.
    • International Journal of Quality Innovation
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    • v.9 no.3
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    • pp.57-69
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    • 2008
  • This paper posits that arm's length buyer-supplier relationship as the intermediate type between market exchange relations and strategic partnership might be advisable, and information technology may have a role as a mechanism actualizing the effects of such arm's length relationship by strategic supply-line diversification. Based on the theoretical analysis on interactive feedback relationships among IT level, buyer-supplier relationships, and supply chain structure, we suggest a set of advisable buyer-supplier relationship type for efficient supply chain management. Also, doing so would be helpful in suggesting a dynamic IT investment and adoption model appropriate for the establishment of productive buyer-supplier relationship, and further in providing theoretical foundations and practical guidelines on the role and function of B-to-B E-commerce for efficient SC integration.

A Study on Success Factors of Buyer - Supplier Relationship in Elementary School Lunch : From the buyer's viewpoint (초등학교 급식에서 구매자 - 공급자 관계의 성공요인에 관한 연구 - 구매자의 관점에서 -)

  • Lee, Yun-Ju;Park, Gyeong-Suk
    • Journal of the Korean Dietetic Association
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    • v.8 no.1
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    • pp.1-8
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    • 2002
  • The purpose of this study is to clarify success factors for desirable relationship between buyer and supplier in elementary school. Therefore, the survey questionnaire consisted of general background, past success, success difference, buyer-supplier relationship characteristics(trust, supporting status, communication behavior, conflict resolution techniques, supplier selection process). The subjects were 66 dieticians of elementary school in Inchon. The statistical analysis of data was completed using SPSS program. The results were summarized as follows : Average total cost/day per one person ₩1,156. The number of suppliers per one school were 6. 92.3% of the subjects were in favor of private contract, regarding contract methods of purchasing food materials. For the past success, degree of satisfaction about past their supplier showed 3.49 score. The present success difference was shown higher than the past success. There was significant correlation between the past success and the present success difference. Trust about suppliers showed 3.40score. Supplying companies hardly support for buying school. Among information quality(timely, accurate, adequate, complete, credible), timely and complete showed lower score than the other kind of elements. Among the buyer-supplier relationship characteristic elements, only trust correlated with satisfaction about suppliers significantly. Among the conflict resolution techniques, joint problem solving and persuasive attempts were often made use of by subjects. The supplier selection criteria were shown quality(7.47), supplier's capabilities(6.46), management plan(6.00), price(5.73), scale(5.48), assets(5.27), considers delivery(4.76) and technology(2.39). As results, trust was needed for the desirable relationship between buyers and suppliers. This study has some limitations. The data in this study were collected from only buyer. It is more desired to acquire data from suppliers also.

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An Exploratory Study of the Collaboration and Supplier Performance between Supplier and Buyer (공급자와 구매자간 협력과 공급자 성과에 관한 탐색적 연구 : 공급자의 성과에 대한 협력의 매개효과를 중심으로)

  • Cho, Geon;Kim, Jae-Yun;Park, Hyong-Ho;Park, Yi-Sook;Lee, Kyoung-Jae
    • Journal of the Korean Society for Quality Management
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    • v.35 no.1
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    • pp.81-96
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    • 2007
  • In this study, we conduct an empirical study to investigate the impact of the interdependence and trust between supplier and buyer on both their collaboration and supplier performance in automobile industry supply chain. The result shows that there is a positive relationship between the supplier's dependence and trust on the buyer and their collaboration. Moreover, it shows that supplier's dependence and trust on the buyer affects supplier performance through collaboration as a mediating effect. Therefore it is very important to notice that supplier and buyer in automobile industry should try to have a good collaborative relationship together in order to improve supplier performance.

Impacts of Buyer-Supplier Cooperation on Trust and Performance: Moderating Role of Governance Mechanism (구매자와 공급자 간 협력활동이 신뢰 및 성과에 미치는 영향: 거버넌스의 조절효과를 중심으로)

  • Kim, Kyung-Tae;Hui, Liang;Lee, Jung-Seung
    • Journal of Distribution Science
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    • v.14 no.8
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    • pp.113-121
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    • 2016
  • Purpose - This paper aims to examine the impact of buyer-supplier cooperation on suppliers' trust on buyers and the moderating role of buyers' governance mechanism between the sharing activities and trust. Research design, data, and methodology - An integrated research model is designed to materialize the research hypotheses. First, the impact of buyer-supplier cooperation is empirically analyzed by looking into how the sharing activities, in the field of information, resource, and knowledge, of buyer with supplier will affect the trust of supplier on buyer. Second, the moderating effect of contract-based governance mechanism of buyer is empirically analyzed. Third, the influence of trust on innovation performance of suppler is empirically analyzed. Results - Our findings provide supporting evidence for some of our hypotheses. First, all of the sharing activities are significantly influential, but in different degree, to trust of supplier. Second, contract-based governance mechanism of buyer have a moderating effect on the relationship between sharing activities and trust, positively in resource-sharing activities, negatively in information-sharing activities, not significant in knowledge-sharing activities. Third, supplier's trust on buyer positively affects supplier's own innovation performance. Conclusions - The strategies applied in supply chain management have become important as the competition among firms has shifted from competition between individual firms to competition between supply chains. A customer's sharing activities with its supplier may contribute to an increase in innovation performance. The supplier's information-sharing activity with its customer could affect its information-sharing activities with its main supplier. Cooperative activity with a partner in the supply chain is cultivated and amassed into relationship knowledge, and this study shows that the cooperative relational knowledge related to information-sharing activities enables firms to participate in sharing activities with their main suppliers. Increasing evidence shows that sharing various activities between buyer and supplier improves trust and performance outcomes, and enables firms to maintain competitive advantage. From the perspective of knowledge theory, external knowledge is becoming more important in firms' innovation activities, because innovative knowledge is acquired primarily through interaction with another organization. In addition, relationship learning could be an important tool in absorbing the supplier's core technology, information, expertise, and core competencies, increasing relational value.

The Effect of IT in Buyer-Supplier Linkage: IT Performance, IT Infrastructure and Firm Performance (구매자-공급자 연계 IT 성과와 IT 인프라가 기업 성과에 미치는 영향에 대한 연구)

  • Lee Yoonseok;Kim Sung-Hong;Kim Jinhan
    • Korean Management Science Review
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    • v.21 no.2
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    • pp.167-189
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    • 2004
  • Cooperative and integrative partnerships between buyers and suppliers are very important for effective operations. Such partnerships should be based on various information technologies developed in recent years. Therefore, we investigated the relationship among IT performance, IT infrastructure and supply chain performance in buyer-supplier linkage using exploratory examination. This analysis is based on survey results of buyer-supplier practitioners in Korean electronics industry. Specifically, we used factor analysis, correlation analysis, and regression analysis. Major findings are as follows. First. buyers' IT performance contributed to enhance their operational & financial performance, and satisfaction. Second, buyers' IT infrastructure improved their financial performance and satisfaction but showed mixed effects on operational performance. Third, suppliers' operational performance enhanced buyers' operational & financial performance, and satisfaction. Fourth, suppliers' IT performance strengthened their operational & financial performance, and satisfaction. Fifth, suppliers' IT infrastructure showed positive relationships with operational performance and satisfaction.

An Exploratory Study on the Suppliers' Strategy for Developing Long-term Relationship with Buyers (구매기업과의 장기적 거래관계 형성을 위한 공급업체의 전략 수립에 관한 탐색적 연구)

  • Lee, Youn-Suk;Shin, Ho-Jung
    • Journal of the Korean Operations Research and Management Science Society
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    • v.33 no.4
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    • pp.13-30
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    • 2008
  • We explore the determinants of long-term relationship between the buyer and the supplier to help suppliers develope a strategy to build long-term relationship with their buyers. Based upon an extensive literature review, we propose three droops of independent variables which may affect long-term relationship, including (a) environmental factors (product complexity, product importance, source dependence, price sensitivity), (b) relational factors(trust, commitment, satisfaction, intention of expansion), (c) operational performance(quality, delivery, cost capability, technical knowhow). The buyer's actual period of relationship with its main supplier is used as a dependent variable. Using hierarchical multiple regression analysis, we empirically test hypotheses, analysing a sample of 290 manufacturing firms in the U.S. The statistical results indicate that the buyer's source dependence, price sensitivity and the supplier's commitment play a significant role in establishing long-term relationship between the buyer and the supplier. However, the supplier's cost capability and technical knowhow in operational performance negatively affect long-term relationship in contrast with our hypotheses. Due to this controversial result, we divide the sample group Into dual sourcing and multiple sourcing environments and reconduct regression analysis in a post hoc manner. The findings show that the supplier's cost capability and technical knowhow are negatively associated with the length of relationship only in the multiple sourcing environment. The results may confirm that both parties' opportunistic behavior is more salient in the multiple sourcing environment than in the single sourcing environment.

The Impact of the Buyer Participation in CSR Activities on a Supply Chain

  • Ma, Jin-Hee;Ahn, Young-Hyo;Choi, Seok-Beom
    • Journal of Distribution Science
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    • v.16 no.3
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    • pp.23-32
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    • 2018
  • Purpose - This study aims to investigate whether the buyer's participation in CSR activities can affect the informal cooperation and relationship beyond formal cooperation and relationship. Research design, data, and methodology - We defined the research model and selected variables(monitoring and contracts by the buyer, formal cooperation & relationship, and informal cooperation & relationship). After completing the questionnaire, we analyzed 319 manufacturing companies. Prior to the hypothesis testing, Exploratory factor analysis(EFA) and confirmatory factor analysis(CFA) were conducted to check for discriminant validity and convergent validity. Results - The stronger the buyer monitoring on the company's CSR activities, the more positive it affects the formal business cooperation. On the other hand, strong buyer monitoring did not affect formal business relationships. Therefore, even if buyers' monitoring of CSR activities is strong, it does not mean that the formal business relationship is improved, but it means that it is possible to improve the formal business cooperation. Conclusions - This study shows that the stronger the buyer monitoring on the supplier's CSR activities, the more positive it affects formal cooperation. It also demonstrates that formal business cooperation between the supplier and the buyer, that is, sharing goals and works for CSR activities, has a positive effect on relationships based on emotional exchange and commitment.

The Mediation Effect of Collaboration on Supply Chain Performance: Mobile Networks Industry in Korea (공급사슬과 성과에 대한 협업의 매개효과에 관한 연구: 이동통신산업의 구매사-공급사를 중심으로)

  • Kim, Chul-Soo;Seo, Chang-Soo
    • Asia pacific journal of information systems
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    • v.16 no.3
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    • pp.1-27
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    • 2006
  • In supply chains, collaboration between buyer and supplier can improve firms' ability of supply chains to their objectives and competitive advantages. A key factor in collaboration in supply chain is to identify buyer relationships and supply relationships as antecedents of the factor collaboration. We analyzed data collected from buyers and suppliers sampled from a mobile networks industry in Korea and found that the level of collaboration comes from strong relationships between two parties and the collaboration enhances the supply chain performances. However, buyer relationships and supplier relationships have indirect impacts on trading partners' performance through collaboration whereas both have direct impacts on one's performance. Therefore to enhance supply chain performances, supplier's operational efficiency and buyer satisfaction, firms of buyers and suppliers should consider pursuing practical and substantial collaboration along with buyer-supplier relationships.

The Effects of Justice on Relationship Quality and Performance in Industrial Markets (산업재 시장에서 공정성이 관계품질과 성과에 미치는 영향)

  • Ji, Seong-Goo
    • Journal of Distribution Research
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    • v.11 no.3
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    • pp.79-101
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    • 2006
  • This paper examines the effects of justice on relationship quality and performance in industrial markets. Data were obtained from a sample of 284 supplier's key informant. The findings demonstrate that distributive, interactional and issue-specific justice enacted by buyer enhance supplier trust. Further, distributive and procedural justice enacted by buyer enhance supplier satisfaction. Trust positively affected supplier satisfaction, and relationship quality positively affected performance of its supplier. And, the theoretical and practical implications of this result and future research were suggested.

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