Strategically managed buyer–supplier relationships and performance outcomes

Journal of Operations Management - Tập 17 - Trang 497-519 - 1999
Amelia S Carr1, John N Pearson2
1Fisher College of Business, The Ohio State University, 2100 Neil Ave., Fisher Hall 650, Columbus, OH 43210, USA
2College of Business, Arizona State University, Campus Box 874706, Tempe, AZ 85287-4706, USA

Tóm tắt

AbstractAn empirical analysis of purchasing's strategic role in the firm is presented. This study uses data collected from high level purchasing executives at the Director/VP level representing a large cross industry sample of 739 firms. The data analysis is rigorous. Using data from 571 of the 739 firms, correlation analysis and exploratory factor analysis is performed. Data from the remaining 168 firms is used to conduct structural equation modeling. This is the first attempt to examine a structural model of strategic purchasing and its influence on supplier evaluation systems, buyer–supplier relationships, and firm's financial performance. Scales are developed to measure each construct and are shown to be reliable. Five hypothesized relationships are presented and supported by the literature. The first, second, and third hypotheses link strategic purchasing to supplier evaluation systems, buyer–supplier relationships and firm's financial performance, respectively. The fourth hypothesis links supplier evaluation systems to buyer–supplier relationships. And, the fifth hypothesis links buyer–supplier relationships to firm's financial performance. The results of the data analysis provide support for each of the five hypotheses above. The implications of this research are that a strategic purchasing function is important to the success of the firm. Firms that have a strategic purchasing function are more likely to implement a supplier evaluation system. This provides purchasing with a better understanding of which suppliers are performing well and which suppliers are not performing well. Increased emphasis on strategic purchasing and supplier evaluation systems are critical for firms seeking to establish long‐term relationships with their suppliers. Based on the findings of this study, strategically managed long‐term relationships with key suppliers can have a positive impact on the firm's financial performance.

Tài liệu tham khảo

Aguillar F.J. 1992. General Managers in Action: Policies and Strategies. Oxford University Press New York. 10.1037/0033-2909.103.3.411 10.2307/3150783 Barney J., 1991, Firm resources and sustained competitive advantage, Journal of Management Inquiry, 4, 71 10.1287/mnsc.41.9.1471 Bentler P.M. 1989. EQS Structural Equations Program Manual. BMDP Statistical Software Los Angeles. 10.1037/0033-2909.88.3.588 Bollen K.A. 1989. Structural Equations with Latent Variables. Wiley New York. Boyer K.K. Verma R. 1996. Multiple raters in survey‐based operations strategy research: a review and evaluation. Working Paper DePaul University. 10.1016/S0272-6963(96)00093-9 10.1002/smj.4250070603 10.1002/smj.4250090606 10.1111/j.1745-493X.1983.tb00071.x 10.1016/S0969-7012(97)00014-2 Carter J. Narasimhan R. 1993. Purchasing and Materials Management's Role in Total Quality Management and Customer Satisfaction. Center for Advanced Purchasing Studies/NAPM Tempe AZ. 10.1111/j.1745-493X.1996.tb00216.x Chao C., 1993, Purchasing performance evaluation: an investigation of different perspectives, International Journal of Purchasing and Materials Management, 29, 33 10.2307/3150876 10.1287/mnsc.35.10.1247 10.1002/smj.4250120802 10.1108/09576059410066426 Dillman D.A. 1978. Mail and Telephone Surveys: The Total Design Method. Wiley New York. 10.2307/1251126 Ellram L.M., 1994, Strategic purchasing: a history and review of the literature, International Journal of Purchasing and Materials Management, 30, 2 10.1177/002224298805200406 Freeman V.T., 1990, Fitting purchasing to the strategic firm: frameworks, processes, and values, Journal of Purchasing and Materials Management, 26, 15, 10.1111/j.1745-493X.1990.tb00493.x Futrell D., 1985, When quality is a matter of taste, use reliability indexes, Quality Progress, 28, 81 10.1111/j.1745-493X.1990.tb00508.x 10.1111/j.1745-493X.1986.tb00161.x 10.1016/0019-8501(93)90029-7 10.1016/0272-6963(93)90005-A Hatcher L. 1994. A Step‐by‐Step Approach to Using the SAS® System for Factor Analysis and Structural Equation Modeling. SAS Institute NC. 10.1016/0148-2963(94)00010-C 10.2307/3172548 Heide J.B., 1992, The shadow of the future: effects of anticipated interaction and frequency of contact on buyer–seller cooperation, Academy of Management Journal, 35, 265, 10.2307/256374 Helper S., 1991, How much has really changed between U.S. automakers and their suppliers, Sloan Management Journal, 15, 15 Hendrick T.E. Ellram L.M. 1993. Strategic Supplier Partnering: An International Study. Center for Advanced Purchasing Studies/NAPM Center for Advanced Purchasing Studies/NAPM Tempe AZ. Hendrick T.E., 1988, Determining performance appraisal criteria for buyers, International Journal of Purchasing and Materials Management, 24, 18 James et al. 1992. Krause D.R. Ellram L.M. 1995. Supplier development: current practices. In: Proceedings: First Annual Wordwide Research Symposium for Purchasing and Supply Chain Management. National Association of Purchasing Management AZ. 10.1037/0033-2909.93.3.586 Landeros R., 1995, Maintaining buyer–supplier partnerships, International Journal of Purchasing and Materials Management, 31, 3 10.1111/j.1745-493X.1989.tb00485.x Larson P.D., 1994, An empirical study of inter‐organizational functional integration and total costs, Journal of Business Logistics, 15, 153 10.1108/01443579410062086 10.1002/smj.4250160803 10.2307/41166627 10.2307/256654 Monczka R.M., 1992, Strategic sourcing management (part 2), Purchasing, 113, 64 10.1108/09600039310041509 10.1177/002224299005400407 10.1111/j.1745-493X.1996.tb00223.x Porter M. 1980. Competitive Strategy. Free Press New York. 10.1111/j.1540-5915.1995.tb01431.x 10.1108/01443579410062112 10.1108/01443579010005100 10.1111/j.1745-493X.1988.tb00631.x 10.1002/smj.4250140503 10.1002/smj.4250130702 10.1016/0024-6301(85)90184-0 10.1016/0007-6813(88)90072-9 10.2307/2393430 10.1016/0272-6963(95)00021-J 10.1111/j.1745-493X.1993.tb00002.x 10.1111/j.1745-493X.1992.tb00575.x 10.1002/smj.4250050207 Williamson O.E. 1975. Markets and Hierarchies: Analysis and Antitrust Implications. Free Press New York. Williamson O.E. 1985. The Economic Institutions of Capitalism: Firms Markets Relational Contracting. Free Press New York. 10.1002/smj.4250160504 10.1016/0007-6813(95)90019-5
Thông tin
Thông tin xuất bản

Journal of Operations Management

Tập 17

497-519

Thông tin tác giả