Exploring the effects of function-level satisfaction and interaction on supplier performance

Burkhart, Davide ; Bode, Christoph ; Kappel, Antonia

Document Type: Conference presentation
Year of publication: 2023
Conference title: IPSERA 2023: 32nd Conference of the International Purchasing and Supply Education and Research Association
Location of the conference venue: Barcelona, Spain
Date of the conference: 02.-05.04.2023
Related URLs:
Publication language: English
Institution: Business School > Stiftungslehrstuhl für Procurement (Bode 2014-)
Subject: 650 Management
Abstract: While buyer-supplier relationships have received ample research attention, their interaction is usually simplified by considering only one overall relationship, neglecting function-level heterogeneities in interaction and satisfaction. Adopting an empirics-first approach and utilizing panel data of matched buyer-supplier dyads, our results reveal that on average, buyer and supplier functions “mirror” the interaction intensity of their counterpart. The following analyses however suggest that mirroring is not always beneficial, for relationships with a low geographical distance, suppliers perform better when there is an interaction gap, that is one side of the dyad is in the “lead.”

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