Achieving high satisfaction in supplier‐dealer working relationships

Abstract

Increased attention has been paid to the question of how to build stable and long‐term working relationships between suppliers and dealers. This study proposes a conceptual model including behavioral dimensions of supplier‐dealer relationships and presents hypotheses about how to achieve satisfactory inter‐organizational relationships. Satisfaction is the consequence of working relationships focused upon in our model. The model is an empirical assessment of the relationship between Swedish lumber dealers and their suppliers. T‐test evidence suggests that all proposed critical variables, with the exception of coercive power, are of significant importance for achieving a high rate of perceived relationship satisfaction, regardless of whether the relationship is characterized by a high or a low level of trust and commitment. A good reputation, close relationship and positive relationship benefits are key variables for the achievement of high satisfaction in a “high‐trust and commitment relationship”. Results also indicate that it is possible to achieve a high satisfaction level even when the supplier‐dealer trust and commitment are lacking.

Citation

Jonsson, P. and Zineldin, M. (2003), "Achieving high satisfaction in supplier‐dealer working relationships", Supply Chain Management, Vol. 8 No. 3, pp. 224-240. https://doi.org/10.1108/13598540310484627