Skip to main content
SpringerLink
Log in

Phases and Drivers of Buyer-Supplier Dependence - Developmental Insights of a Logistics-Service Relationship in Textile Retailing

  • Chapter
  • First Online:
Dependence in Buyer-Supplier Relationships

Part of the book series: Edition KWV ((EKWV))

  • 465 Accesses

Abstract

Purpose: Buyer-supplier relationships (BSRs) are composed of basic relational constructs and considered to evolve over time. Although BSR research has resulted in seminal relationship development models, the extant research has neglected the examination of dependence as a key relational construct over time. This is surprising, as dependence is inherently dynamic and frequently regarded as evolving out of mutual exchanges and adaptations. In line with this statement, Caniëls and Roeleveld (2009: 415) particularly call for an investigation into “the relation between dependence, ongoing relationships and time”. Thus, the extant research needs to be complemented by a long-term view and dynamic perspective on BSDs in order to shed light on its development and effects over time. It is the aim of this paper to make a first attempt at creating a phase model for dependence development and to identify the underlying triggers that shape its progression.

Methodology: In order to detect how and why dependence develops, a qualitative empirical case study is conducted to investigate a third-party logistics relationship (3PLR) in the German textile industry.

Findings: A five-stage development path of BSD and drivers of individual phase transitions are presented. Furthermore, a sequential model for dependence dynamics contributes to the existing research. This serves as the basis from which to suggest avenues for future research, as well as highlight managerial implications regarding the long-term management of BSRs.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Log in via an institution
Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD 39.99
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD 49.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

References

  • Aminoff, A., & Tanskanen, K. 2013. Exploration of congruence in perceptions of buyer-supplier attraction: A dyadic multiple case study. Journal of Purchasing and Supply Management, 19(3): 165–184.

    Google Scholar 

  • Andaleeb, S. C. 1996. An Experimental Investigation of Satisfation and Commitment in Marketing Channels: The role of Trust and Dependence. Journal of Retailing, 72(1): 77–93.

    Google Scholar 

  • Anderson, J. C., & Narus, J. A. 1990. A Model of Distributor Firm and Manufacturer Firm Working Partnerships. Journal of Marketing, 54(1): 42.

    Google Scholar 

  • Baraldi, E., Proença, J. F., Proença, T., & de Castro, L. M. 2014. The supplier’s side of outsourcing: Taking over activities and blurring organizational boundaries. Industrial Marketing Management, 43(4): 553–563.

    Google Scholar 

  • Barnes, B. R., Naudé, P., & Michell, P. 2005. Exploring Commitment and Dependency in Dyadic Relationships. Journal of Business-to-Business Marketing, 12(3): 1–26.

    Google Scholar 

  • Bonner, J. M., & Calantone, R. J. 2005. Buyer attentiveness in buyer-supplier relationships. Industrial Marketing Management, 34: 53–61.

    Google Scholar 

  • Buchanan, L. 1992. Vertical Trade Relationships: The Role of Dependence and Symmetry in Attaining Organizational Goals. Journal of Marketing Research, 29(February): 65–75.

    Google Scholar 

  • Buvik, A., & Reve, T. 2001. Asymmetrical deployment of specific assets and contractual safeguarding in industrial purchasing relationships. Journal of Business Research, 51(2): 101–113.

    Google Scholar 

  • Cahill, D. L., Goldsby, T. J., Knemeyer, A. M., & Wallenburg, C. M. 2010. Customer Loyalty in Logistics Outsourcing Relationships: An examination of the moderating effects of conflict frequency. Journal of Business Logistics, 31(2): 253–277.

    Google Scholar 

  • Cai, S., Yang, Z., & Hu, Z. 2009. Exploring the governance mechanisms of quasi-integration in buyer-supplier relationships. Journal of Business Research, 62(6): 660–666.

    Google Scholar 

  • Caniëls, M. C. J., & Gelderman, C. J. 2007. Power and interdependence in buyer supplier relationships: A purchasing portfolio approach. Industrial Marketing Management, 36(2): 219–229.

    Google Scholar 

  • Caniëls, M. C. J., & Roeleveld, A. 2009. Power and dependence perspectives on outsourcing decisions. European Management Journal, 27(6): 402–417.

    Google Scholar 

  • Charmaz, K. 2006. Constructing grounded theory: A practical guide through qualitative analysis (1st ed.). London: Sage Publication, Inc.

    Google Scholar 

  • Clark, W. R., Scholder Ellen, P., & Boles, J. S. 2010. An Examination of Trust Dimensions across High and Low Dependence Situations. Journal of Business-to-Business Marketing, 17: 215–248.

    Google Scholar 

  • Claycomb, C., & Frankwick, G. L. 2010. Buyers’ perspectives of buyer-seller relationship development. Industrial Marketing Management, 39(2): 252–263.

    Google Scholar 

  • Cousins, P. D., & Crone, M. J. 2003. Strategic models for the development of obligation based inter-firm relationships: A study of the UK automotive industry. International Journal of Operations & Production Management, 23: 1447–1474.

    Google Scholar 

  • Davis, B. R., & Mentzer, J. T. 2006. Logistics Service Driven Loyalty: An Exploratory Study. Journal of Business Logistics, 27(2): 53–73.

    Google Scholar 

  • Delbridge, R., & Fiss, P. C. 2013. Editors’ Comments: Styles of Theorizing and the Social Organization of Knowledge. Academy of Management Review, 38(3): 325–331.

    Google Scholar 

  • Dussauge, P., & Garrette, B. 1999. Cooperative Strategy - Competing Successfully through Strategic Alliances (1st ed.). Chichester: John Wiley & Sons Ltd.

    Google Scholar 

  • Dwyer, F. R., Schurr, P. H., & Oh, S. 1987. Developing Buyer-Seller Relationships. Journal of Marketing, 51(2): 11–27.

    Google Scholar 

  • Emerson, R. M. 1962. Power-dependence relations. American Sociological Review, 27: 31–41.

    Google Scholar 

  • Ford, D. 1980. The Development of Buyer-Seller Relationships in Industrial Markets. European Journal of Marketing, 14(5/6): 339–353.

    Google Scholar 

  • Frazier, G. L. 1983. On the measurement of interfirm power in channels of distribution. Journal of Marketing Research, 20(2): 158–166.

    Google Scholar 

  • Ganesan, S. 1994. Determinants of Long-Term Orientation in Buyer-Seller Relationships. Journal of Marketing, 58(April): 1–19.

    Google Scholar 

  • Gehman, J., Trevino, L. K., & Garud, R. 2013. Values work: A process study of the emergence and performance of organisational values practice. Academy of Management Journal, 56(1): 84–112.

    Google Scholar 

  • Geiger, I., Durand, A., Saab, S., Kleinaltenkamp, M., Baxter, R., & Lee, Y. 2012. The bonding effects of relationship value and switching costs in industrial buyer-seller relationships: An investigation into role differences. Industrial Marketing Management, 41(1): 82–93.

    Google Scholar 

  • Gulati, R., & Sytch, M. 2007. Dependence Asymmetry and Joint Dependence in Interorganizational Relationships: Effects of Embeddedness on a Manufacturer’s Performance in Procurement Relationships. Administrative Science Quarterly, 52(1): 32–69.

    Google Scholar 

  • Habib, F., Bastl, M., & Pilbeam, C. 2015. Strategic response to power dominance in buyer-supplier relationships: A weaker actor’s perspective. International Journal of Physical Distribution & Logistics Management, 45(1/2): 182–203.

    Google Scholar 

  • Håkansson, H. 1982. International marketing and purchasing of industrial goods. International Journal of Research in Marketing (1st ed.). Chichester: John Wiley.

    Google Scholar 

  • Hallen, L., Johanson, J., & Seyed-Mohamed, N. 1991. Interfirm adaptation in business relationships. Journal of Marketing, 55(April): 29–37.

    Google Scholar 

  • Hammervoll, T. 2005. Transactional and Value Creational Sources of Dependence. Journal of Business-to-Business Marketing, 12(4): 41–67.

    Google Scholar 

  • Harrison, M. P., Beatty, S. E., Reynolds, K. E., & Noble, S. M. 2012. Why Customers Feel Locked Into Relationships: Using Qualitative Research to Uncover The Lock-in Factors. Journal of Marketing Theory and Practice, 20: 391–406.

    Google Scholar 

  • Heide, J. B., & John, G. 1988. The Role of Dependence Balancing in Safeguarding Transaction- Specific Assets in Conventional Channels. Journal of Marketing, 52(January): 20–35.

    Google Scholar 

  • Howard-Grenville, J., Metzger, M. L., & Meyer, A. D. 2013. Rekindling the flame: Processes of identity resurrection. Academy of Management Journal, 56(1): 113–136.

    Google Scholar 

  • Izquierdo, C. C., & Cillán, J. G. 2004. The interaction of dependence and trust in long-term industrial relationships. European Journal of Marketing, 38(8): 974–994.

    Google Scholar 

  • Joshi, A. W., & Arnold, S. J. 1998. How relational norms affect compliance in industrial buying. Journal of Business Research, 41(97): 105–114.

    Google Scholar 

  • Kim, D., Jung, G. O. K., & Park, H. H. 2015. Manufacturer’s retailer dependence: a private branding perspective. Industrial Marketing Management, 49: 95–104.

    Google Scholar 

  • Kumar, N., Scheer, L. K., & Steenkamp, J.-B. E. M. 1995. The Effects of Perceived Interdependence on Dealer Attitudes. Journal of Marketing Research, 32(August): 348–356.

    Google Scholar 

  • Laaksonen, T., Pajunen, K., & Kulmala, H. I. 2008. Co-evolution of trust and dependence in customer-supplier relationships. Industrial Marketing Management, 37: 910–920.

    Google Scholar 

  • Langley, A. 1999. Strategies for Theorizing from Process Data. Academy of Management Review, 24(4): 691–710.

    Google Scholar 

  • Langley, A. 2007. Process thinking in strategic organization. Strategic Organization, 5(3): 271–282.

    Google Scholar 

  • Lok, J., & De Rond, M. 2013. On the Plasticity of Institutions: Containing and Restoring Practice Breakdowns at the Cambridge University Boat Club. Academy of Management Journal, 56(1): 185–207.

    Google Scholar 

  • Lusch, R. F., & Brown, J. R. 1996. Interdependency, Contracting, and Relational Behavior in Marketing Channels. Journal of Marketing, 60(4): 19–38.

    Google Scholar 

  • Morgan, R. M., & Hunt, S. D. 1994. The Commitment-Trust Theory of Relationship Marketing. Journal of Marketing, 58(July): 20–38.

    Google Scholar 

  • Mukherji, A., & Francis, J. D. 2008. Mutual adaptation in buyer-supplier relationships. Journal of Business Research, 61: 154–161.

    Google Scholar 

  • Pennings, J. M., Hambrick, D. C., & MacMillan, I. C. 1984. Interorganizational Dependence and Forward Integration. Organization Studies, (5/4): 307–326.

    Google Scholar 

  • Pfeffer, J., & Salancik, G. R. 2003. The External Control of Organizations: A Resource Dependence Perspective (2nd ed.). Stanford: Stanford Business Books.

    Google Scholar 

  • Scheer, L. K., Miao, C. F., & Palmatier, R. W. 2015. Dependence and interdependence in marketing relationships: meta-analytic insights. Journal of the Academy of Marketing Science, 43(6): 694–712.

    Google Scholar 

  • Schmitz, T., Schweiger, B., & Daft, J. 2016. The emergence of dependence and lock-in effects in buyer – supplier relationships — A buyer perspective. Industrial Marketing Management, 55: 22–34.

    Google Scholar 

  • Selviaridis, K., & Spring, M. 2010. The dynamics of business service exchanges: Insights from logistics outsourcing. Journal of Purchasing and Supply Management, 16(3): 171–184.

    Google Scholar 

  • Sezen, B., & Yilmaz, C. 2007. Relative effects of dependence and trust on flexibility, information exchange, and solidarity in marketing channels. Journal of Business & Industrial Marketing, 22: 41–51.

    Google Scholar 

  • Simpson, J. T., & Paul, C. 1994. The combined effects of dependence and relationalism on the use of influence in marketing distribution systems. Marketing Letters, 5: 153–163.

    Google Scholar 

  • Tangpong, C., Michalisin, M. D., & Melcher, A. J. 2008. Toward a Typology of Buyer-Supplier Relationships: A Study of the Computer Industry. Decision Sciences, 39(3): 571–593.

    Google Scholar 

  • Terawatanavong, C., Whitwell, G. J., & Widing, R. E. 2007. Buyer satisfaction with relational exchange across the relationship lifecycle. European Journal of Marketing, 41(7/8): 915–938.

    Google Scholar 

  • Ulaga, W., & Reinartz, W. J. 2011. Hybrid Offerings: How Manufacturing Firms Combine Goods and Services Successfully. Journal of Marketing, 75(6): 5–23.

    Google Scholar 

  • Weick, K. E. 1979. The social psychology or organizing (2nd ed.). Reading, Mass.: Addison-Wesley.

    Google Scholar 

  • Wilson, D. T. 1995. An integrated model of buyer-seller relationships. Journal of the Academy of Marketing Science, 23(4): 335–345.

    Google Scholar 

  • Yeniyurt, S., Henke, J. W., & Yalcinkaya, G. 2013. A longitudinal analysis of supplier involvement in buyers’ new product development: working relations, inter-dependence, co-innovation, and performance outcomes. Journal of the Academy of Marketing Science, 1–18.

    Google Scholar 

Download references

Author information

Authors and Affiliations

  1. Wiesbaden, Germany

    Tobias Mandt

Authors
  1. Tobias Mandt
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Tobias Mandt .

Rights and permissions

Reprints and permissions

Copyright information

© 2018 Springer Fachmedien Wiesbaden GmbH, part of Springer Nature

About this chapter

Check for updates. Verify currency and authenticity via CrossMark

Cite this chapter

Mandt, T. (2018). Phases and Drivers of Buyer-Supplier Dependence - Developmental Insights of a Logistics-Service Relationship in Textile Retailing. In: Dependence in Buyer-Supplier Relationships. Edition KWV. Springer Gabler, Wiesbaden. https://doi.org/10.1007/978-3-658-24252-7_5

Download citation

  • DOI: https://doi.org/10.1007/978-3-658-24252-7_5

  • Published:

  • Publisher Name: Springer Gabler, Wiesbaden

  • Print ISBN: 978-3-658-24251-0

  • Online ISBN: 978-3-658-24252-7

  • eBook Packages: Economics and FinanceEconomics and Finance (R0)

Publish with us

Policies and ethics

Search

Navigation