Exploring quality generating factors in customer-supplier relationships
 
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1
University of Vigo, Faculty of Business Sciencies and Tourism, Ourense, Spain
2
University of Vigo, Faculty of Economics and Business Sciences, Vigo, Spain
3
School of Management, Royal Holloway University of London, Egham, Surrey, England
 
Gospodarka Surowcami Mineralnymi – Mineral Resources Management 2017;33(4):157–176
 
KEYWORDS
ABSTRACT
The analysis of interorganizational relationships continues to attract academic research because of the influence that management of supply chain relationships has in business competitiveness. However, there are almost no studies about this decision in the mineral products industry. The purpose of this study is to investigate customer-supplier relationships in the non-metallic mineral products mining and manufacturing industry in order to determine what relational forms enable achieving better business competitiveness and higher quality relationships. To carry out this research, we propose a cohesive model comprising variables to characterize the transactions, the forms of governance and both economic and relational results. The paper is based on a transactional framework; thus, the adoption of one or another form of governance is addressed through the length of the relationship, the transmission of information and the dependencies between the agents. As for the outcome, the quality of the relationship is highlighted because of its importance in business competitiveness. The relational quality is understood as the stability of the relationship or the importance given by the buyer to maintaining the relationship or relational commitment. The hypotheses generated are contrasted by a structural equation model in a sample of 293 Spanish companies. The results confirm the importance of past relationships and integrated forms to get better results. In this sense, managers should encourage trust and dependencies because they positively affect performance. Trust and dependencies determine the choice of a vertical form of governance, and these factors, along with information, intervene in the quality of business relationships. Thus, it is possible to say that forms of governance do have effects on the interrelations between the characteristics of the transactions and the business performance.
METADATA IN OTHER LANGUAGES:
Polish
Badanie czynników generujących jakość w relacjach z klientami i dostawcami
relacja klient dostawca, relacje jakościowe, wydajność ekonomiczna, przemysł wydobywczy, przemysł przetwórczy, niemetaliczne surowce mineralne
Analiza powiązań międzyorganizacyjnych jest atrakcyjna dla badań naukowych ze względu na wpływ, jaki ma zarządzanie relacjami w łańcuchu dostaw na konkurencyjność przedsiębiorstw. Niemniej jednak, w decyzjach dotyczących przemysłu mineralnego nie ma prawie żadnych badań na ten temat. W artykule dokonano badań relacji między klientami a dostawcami w przemyśle górniczym i przetwórczym niemetalicznych surowców mineralnych w celu określenia, jakie formy relacyjne umożliwiają osiągnięcie lepszej konkurencyjności przedsiębiorstw i wyższe relacje jakościowe. W celu przeprowadzenia tych badań autorzy proponują spójny model, zawierający zmienne charakteryzujące transakcje, formy zarządzania oraz wyniki ekonomiczne i relacyjne. Artykuł oparty jest na ramach transakcyjnych; tym samym przyjęcie jednej lub innej formy zarządzania jest realizowane poprzez długość relacji, przekazywanie informacji i zależności między agentami. Jeśli chodzi o wynik to jakość relacji jest zaznaczona ze względu na jego znaczenie w konkurencyjności przedsiębiorstw. Jakość relacyjna jest rozumiana jako stabilność relacji lub znaczenie przekazane przez nabywcę do utrzymania relacji lub relacyjnego zaangażowania. Wygenerowane hipotezy są przeciwstawiane modelowi równości strukturalnych na próbie 293 hiszpańskich firm. Wyniki potwierdzają znaczenie wcześniejszych relacji i zintegrowanych form w celu uzyskania lepszych wyników. W tym znaczeniu, menedżerowie powinni zachęcać do zaufania i zależności, ponieważ wpływa to pozytywnie na wydajność. Zaufanie i zależności decydują o wyborze pionowej formy zarządzania, a te czynniki wraz z informacjami wpływają na jakość relacji biznesowych. Można zatem powiedzieć, że formy zarządzania mają wpływ na wzajemne powiązania między charakterystykami transakcji a wynikami działalności.
 
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