Buyer-supplier relationships: The impact of supplier selection and buyer-supplier engagement on relationship and firm performance

摘要

Purpose - To analyze the impact of supplier selection and buyer-supplier engagement on the performance benefits attributable to buyer-supplier relationships, and the effect of these benefits on broader measures of buyer performance. Design/methodology/approach - Analysis is conducted using a structural equation model using survey data. Findings - Results demonstrate the positive influence of engagement and supplier selection on relationship performance. They also demonstrate that the success of the relationship directly and positively affects buyer performance. Research limitations/implications - Additional analysis is required to examine whether the results hold for specific industry or purchase scenarios, and to identify other dimensions of the constructs of interest. Practical implications - Buyers should pay attention to selecting the right suppliers and developing the infrastructure that will enable successful buyer-supplier relationships. Originality/value - The paper provides empirical evidence of the impact of cultivating buyer-supplier relationships on relationship success, and how this directly impacts business performance.