Building long-term orientation in buyer–supplier relationships / Joseph P. Cannon in Journal of operations management, Vol. 28 N° 6 (Novembre 2010)  

Public ISBD [article]  inJournal of operations management > Vol. 28 N° 6 (Novembre 2010) . - pp. 506–521 Titre : Building long-term orientation in buyer–supplier relationships : The moderating role of culture Type de document : texte imprimé Auteurs : Joseph P. Cannon, Auteur ; Patricia M. Doney, Auteur ; Michael R. Mullen, Auteur Année de publication : 2011 Article en page(s) : pp. 506–521 Note générale : Génie Industriel Langues : Anglais (eng) Mots-clés : Supply chain management Buyer–supplier relationships International Cross-cultural research methods Trust Long-term orientation Résumé : This research investigates buyer–supplier relationships in international markets. Research and practice have shown that buyer–supplier relationships benefit when partners to the relationship exhibit a long-term orientation. The extant literature suggests that a buyer's trust of a supplier and the supplier's performance affect the buyer's long-term orientation toward the relationship. We propose that the relative effects of trust and performance on long-term orientation are moderated by culture – specifically the individualism/collectivism dimension. Hypotheses are tested on data from two individualist and two collectivist cultures, using responses from over 600 purchasing professionals in the United States, Anglophone Canada, Francophone Canada and Mexico. Taken together, empirical findings suggest that cultural differences warrant consideration in developing successful purchasing strategies. DEWEY : 658.57 ISSN : 0272-6963 En ligne : http://www.sciencedirect.com/science/article/pii/S0272696310000173 [article] Building long-term orientation in buyer–supplier relationships : The moderating role of culture [texte imprimé] / Joseph P. Cannon, Auteur ; Patricia M. Doney, Auteur ; Michael R. Mullen, Auteur . - 2011 . - pp. 506–521. Génie Industriel Langues : Anglais (eng) in Journal of operations management > Vol. 28 N° 6 (Novembre 2010) . - pp. 506–521 Mots-clés : Supply chain management Buyer–supplier relationships International Cross-cultural research methods Trust Long-term orientation Résumé : This research investigates buyer–supplier relationships in international markets. Research and practice have shown that buyer–supplier relationships benefit when partners to the relationship exhibit a long-term orientation. The extant literature suggests that a buyer's trust of a supplier and the supplier's performance affect the buyer's long-term orientation toward the relationship. We propose that the relative effects of trust and performance on long-term orientation are moderated by culture – specifically the individualism/collectivism dimension. Hypotheses are tested on data from two individualist and two collectivist cultures, using responses from over 600 purchasing professionals in the United States, Anglophone Canada, Francophone Canada and Mexico. Taken together, empirical findings suggest that cultural differences warrant consideration in developing successful purchasing strategies. DEWEY : 658.57 ISSN : 0272-6963 En ligne : http://www.sciencedirect.com/science/article/pii/S0272696310000173

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