A tale of two partnerships: Socialization in the development of buyer-supplier relationships.
A tale of two partnerships: Socialization in the development of buyer-supplier relationships.
复制标题
两种伙伴关系的故事：买家与供应商关系发展中的社会化。
DOI：
10.1111/j.1745-493x.2011.03244.x
复制
发表时间：
2011
影响因子：
3.5
通讯作者：
H. Akkermans
中科院分区：
文献类型：
--
作者：
Mark van de Vijver;G. Vos;H. Akkermans
我们对社会化在发展买方-供应商关系中的作用的新兴文献做出了贡献。我们对两种买方-供应商关系的发展进行了一项基于多个信息者的二元纵向研究。从我们的重点采购公司发起的关键供应商计划开始，我们连续三年采访了来自采购公司和供应公司的不同级别的人员，对社会化对沟通质量的影响进行了详细的检查。我们的结果表明，与其他研究相反，买方-供应商关系中的社会化并不总是对沟通质量有积极的影响。我们为我们的发现提供了两种可能的解释。首先，我们认为，过去冲突造成的氛围会削弱社会化对沟通质量的积极影响。其次，当一段关系处于衰退的生命周期阶段，特别是当其中一方对持续合作的价值产生强烈怀疑时，社会化努力可能不会有助于改善沟通绩效。因此，为了使社会化对沟通质量产生积极影响，社会化策略必须考虑到关系的历史和当前阶段。
We contribute to the emerging literature on the role of socialization in developing buyer–supplier relationships. We conduct a dyadic, multiple-informant based, longitudinal study of the development of two buyer–supplier relationships. We carry out a detailed examination of the effect of socialization on communication quality by interviewing personnel from both the buying and supplying companies and at different levels over three consecutive years beginning with the inception of a key supplier program initiated by our focal buying company. Our results show that, contrary to what has been suggested by other studies, socialization in buyer–supplier relationships does not invariably have a positive impact on communication quality. We offer two possible explanations for our findings. First, we argue that the atmosphere created by past conflicts can diminish the positive effect of socialization on communication quality. Second, when a relationship is in a declining life-cycle phase, especially when one of the parties has strong doubts about the value of continued collaboration, socialization efforts may not contribute to improved communication performance. Hence, for socialization to have a positive effect on communication quality, socialization tactics must be tailored taking into account the history and current phase of the relationship.
永原正明的主页
DOI：
--
发表时间：
--
期刊：
影响因子：
--
作者：
通讯作者：
--