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Success Factors in Logistics Outsourcing pp 79–103Cite as

Relational Behavior in Logistics Outsourcing Relationships

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Abstract

Firms today no longer compete as solely autonomous entities, but rather as supply chains. Within a supply chain, customer firms increasingly look at relationships with their logistics service providers (LSPs) as a way to achieve competitive advantage. In this context, the notion has emerged that firms need to develop close, longer-term relationships – so called relational exchanges – in order to improve performance and to create highly competitive supply chains. However, in the specific logistics outsourcing context, empirical research on the relationships between relational activities and performance is limited. Therefore, using the norms concept, this study develops a conceptual model of selected dimensions of relational behavior and performance in logistics outsourcing relationships. In detail, the direct and indirect effects of flexibility, information exchange, and solidarity on performance in terms of goal achievement and goal exceedance are examined.

This study analyzes 171 logistics outsourcing relationships using a survey and partial least squares (PLS) structural equation modeling to empirically assess the proposed relationships. The results reveal that flexibility and information exchange are strong direct performance drivers. Solidarity also has direct positive effects on performance. However, the majority of its performance influence is channeled through its strong impacts on flexibility and information exchange.

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Authors
  1. Alexander de Grahl
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© 2011 Gabler Verlag | Springer Fachmedien Wiesbaden GmbH

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de Grahl, A. (2011). Relational Behavior in Logistics Outsourcing Relationships. In: Success Factors in Logistics Outsourcing. Gabler Verlag. https://doi.org/10.1007/978-3-8349-7084-8_4

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