Relationship performance dimensions of buyer–supplier exchanges

Tom O’Toole , Bill Donaldson
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引用次数: 128

Abstract

Whilst there is much research material on buyer and supplier performance assessment and management, a relationship perspective can bring an added dimension, especially to the performance of close, mutual relationships. This article aims to bring a relationship performance understanding to the study of buyer–supplier exchange. Unfortunately, business-to-business relationships are assumed to enhance performance but what little research has been conducted is limited to a few dimensions reflecting a narrow theory or practice assumption. To remedy this we investigate a relationship performance definition that incorporates both non-financial and financial dimensions. The results are developed from seven qualitative interviews followed by a postal survey incorporating the views of 200 industrial buyer respondents in the UK. To examine the relationship among the performance variables, factor analysis was conducted on 21 dimensions of performance included in the research. On this basis, key dimensions of relationship performance are grouped and implications drawn for defining relationship performance and its measurement. The authors conclude that it is meaningful to take a relationship performance position when managing buyer–supplier interactions. However, not all the dimensions identified may be available to all types of relationships.

买卖双方关系绩效维度
虽然有很多关于买方和供应商绩效评估和管理的研究材料,但关系视角可以带来额外的维度,尤其是对密切相互关系的绩效。本文旨在将关系绩效理解引入到买方-供应商交换的研究中。不幸的是,企业对企业的关系被认为可以提高绩效,但很少进行的研究仅限于几个维度,反映了狭隘的理论或实践假设。为了弥补这一点,我们研究了一个包含非财务和财务维度的关系绩效定义。该结果来自七次定性访谈,然后是一项邮政调查,纳入了英国200名工业买家的观点。为了检验绩效变量之间的关系,对研究中包括的21个绩效维度进行了因素分析。在此基础上,对关系绩效的关键维度进行了分组,并得出了定义关系绩效及其衡量的含义。作者得出的结论是,在管理买方-供应商互动时,采取关系绩效立场是有意义的。然而,并非所有识别的维度都可用于所有类型的关系。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
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