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Paper info: The Influence of Supplier Development on Gaining Preferential Buyer Status, Supplier Adaptation and Supplier Relational Embeddedness

Title


The Influence of Supplier Development on Gaining Preferential Buyer Status, Supplier Adaptation and Supplier Relational Embeddedness

Authors


Agnieszka Blonska,
Frank Rozemeijer
Maastricht University
Netherlands
Frank Rozemeijer and Martin Wetzels

Place of Publication


The paper was published at the 24th IMP-conference in Uppsala, Sweden in 2008.

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Abstract


In this paper we investigate the outcomes of supplier development as perceived by the supplier. More specifically, we investigate whether supplier adaptation occurs as a result of the interplay among supplier development, preferential buyer status and supplier relational embeddedness. Supplier relational embeddedness provides information to the buyer about the supplier's intentions to reciprocate and stay close with the buyer. We examine the linkages between supply chain management research on supplier development, organization theory research on adaptation, social capital and networks in order to investigate how buyers can influence their competitive position in a supplier's portfolio of competitive buyers. Furthermore, we introduce into our conceptual model a number of relational mediators (i.e. trust, commitment and satisfaction) advancing existent research on supplier development and adaptation. The results show that the relationship between supplier relational embeddedness and a buyer's investments in supplier development are partially mediated by supplier trust, satisfaction (economic) and commitment (affective). Supplier relational embeddedness is an important mediator between investments in supplier development and gaining preferential buyer status that eventually effects in supplier adaptation.