Model of trust-based cooperative relationships in a supply chain
Abstract
The study aimed to find factors affecting the development of trust-based cooperative relationships and test the links between them. For this study, the research framework was based on the notion that a cooperative relationship in a supply chain required commitment, cooperation and trust among the supply chain partners, with trust as a critical element. The other assumption was that the selection of partners with specific qualities was conducive to building cooperative relationships. The research was conducted on a sample of 226 companies using the CATI technique. In the study structural equation modelling was used. The obtained results confirmed the positive impact of partner qualities on trust and adaptation, of adaptation on commitment, of trust on cooperation and commitment, and of commitment on cooperation. New measurement scales were used that expanded the range of factors that affect the successful building of trust-based cooperative relationships in a supply chain.
Keyword : supply chain, trust, commitment, cooperation, adaptation, partner qualities, confirmatory factor analysis (CFA), structural equation modelling (SEM), model
How to Cite
Ryciuk, U., & Nazarko, J. (2020). Model of trust-based cooperative relationships in a supply chain. Journal of Business Economics and Management, 21(5), 1225-1247. https://doi.org/10.3846/jbem.2020.12829
This work is licensed under a Creative Commons Attribution 4.0 International License.
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Friman, M., Gärling, T., Millett, B., Mattsson, J., & Johnston, R. (2002). An analysis of international business-to-business relationships based on the Commitment–Trust theory. Industrial Marketing Management, 31(5), 403–409. https://doi.org/10.1016/S0019-8501(01)00154-7
Fukuyama, F. (1996), Trust: The social virtues and the creation of prosperity (1st ed.). Free Press.
Fynes, B., de Búrca, S., & Marshall, D. (2004). Environmental uncertainty, supply chain relationship quality and performance. Journal of Purchasing & Supply Management, 10(9), 179–190. https://doi.org/10.1016/j.pursup.2004.11.003
Ganesan, S. (1994). Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing, 58(2), 1–19. https://doi.org/10.2307/1252265
Garson, G. D. (2015), Structural equation modelling. Statistical Associates Publishers.
Gellynck, X., & Molnár, A. (2009). Chain governance structures: The European traditional food sector. British Food Journal, 111(8), 762–775. https://doi.org/10.1108/00070700910980900
Goffin, K., Lemke, F., & Szwejczewski, M. (2006). An exploratory study of “close” supplier-manufacturer relationships. Journal of Operations Management, 24(2), 189–209. https://doi.org/10.1016/j.jom.2005.05.003
Goodman, L. E., & Dion, P. A. (2001). The determinants of commitment in the distributor-manufacturer relationship, Industrial Marketing Management, 30, 287–300. https://doi.org/10.1016/S0019-8501(99)00092-9
Gundlach, G., Achrol, R., & Mentzer, J. (1995). The structure of commitment in exchange. Journal of Marketing, 59(1), 78–92. https://doi.org/10.2307/1252016
Ha, B. C., Park, Y. K., & Cho, S. (2011). Suppliers’ affective trust and trust in competency in buyers: Its effect on collaboration and logistics efficiency. International Journal of Operations & Production Management, 31(1), 56–77. https://doi.org/10.1108/01443571111098744
Hardin, R. (2006). Trust (1st ed.). Polity Press.
Harrington, D. (2008). Confirmatory factor analysis (1st ed.). Oxford. https://doi.org/10.1093/acprof:oso/9780195339888.001.0001
Hausman, A., & Johnston, W. J. (2010). The impact of coercive and non-coercive forms of influence on trust, commitment, and compliance in supply chains. Industrial Marketing Management, 39, 519–526. https://doi.org/10.1016/j.indmarman.2009.05.007
Heffernan, T. (2004). Trust formation in cross-cultural business-to-business relationships. Qualitative Market Research: An International Journal, 7(2), 114–125. https://doi.org/10.1108/13522750410530020
Jüttner, U., Christopher, M., & Baker, S. (2007). Demand chain management – integrating marketing and supply chain management. Industrial Marketing Management, 36(3), 377–392. https://doi.org/10.1016/j.indmarman.2005.10.003
Kalwani, M. U., & Narayandas, N. (1995). Long-term manufacturer-supplier relationships: Do they pay off for supplier firms?. Journal of Marketing, 59(1), 1–16. https://doi.org/10.2307/1252010
Kwon, I.-W. G., & Suh, T. (2004). Factors affecting the level of trust and commitment in supply chain management. Journal of Supply Chain Management, 40(2), 4–14. https://doi.org/10.1111/j.1745-493X.2004.tb00165.x
Langfield-Smith, K. (2008). The relations between transactional characteristics, trust and risk in the start-up phase of a collaborative alliance. Management Accounting Research, 19(4), 344–364. https://doi.org/10.1016/j.mar.2008.09.001
Li, L., Ford, J. B., Zhai, X., & Xu, L. (2012). Relational benefits and manufacturer satisfaction: an empirical study of logistics service in supply chain. International Journal of Production Research, 50(19), 5445–5459. https://doi.org/10.1080/00207543.2011.636388
Liu, Y., Luo, Y., Huang, Y., & Yang, Q. (2017). A diagnostic model of private control and collective control in buyer-supplier relationships. Industrial Marketing Management, 63, 116–128. https://doi.org/10.1016/j.indmarman.2016.11.003
Lin, H.-F. (2014). The impact of socialization mechanisms and technological innovation capabilities on partnership quality and supply chain integration. Information Systems and e-Business Management, 12(2), 285–306. https://doi.org/10.1007/s10257-013-0226-z
Lui, S. S., Ngo, H., & Hon, A. H. Y. (2006). Coercive strategy in interfirm cooperation: Mediating roles of interpersonal and interorganizational trust. Journal of Business Research, 59(4), 466–474. https://doi.org/10.1016/j.jbusres.2005.09.001
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