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Start Over Author "Agarwal, Ravi" Publication Type Conference Materials
11 results on '"Agarwal, Ravi"'

9. SUPPLIER DEVELOPMENT BY INDUSTRIAL CUSTOMERS IN B2B MARKETS: WHEN AND HOW?

Author

Agarwal, Ravi, Masato Abe, Cannon, Joe, and Kumar, Alok

Subjects
BUSINESS-to-business electronic markets, PURCHASING, CONSUMERS, MONETARY policy, ECONOMIC development
Abstract

Buying firms increasingly use disparate supplier development strategies to improve supplier performance including direct involvement with suppliers and offering direct incentives such as monetary resources. Drawing on the new institutional economics and theories of interfirm exchange, authors examine the impact of buyer firm’s supplier development efforts on supplier outcomes. Authors propose a series of hypotheses concerning the impact of joint interactions between buyer’s supplier development efforts and three different relationship contexts (joint action, buyer’s specialized investments, and goal setting by buyer) on supplier performance. A cross classified hierarchical linear model tested on 109 ‘matched’ buyer-supplier dyads generally provides support for the proposed hypotheses. Implications for theory and practice are discussed. [ABSTRACT FROM AUTHOR]

Published
2022

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