標題: Using influence strategies to advance supplier delivery flexibility: The moderating roles of trust and shared vision
作者: Chang, Kuo-Hsiung
Huang, Hsu-Feng
管理科學系
Department of Management Science
關鍵字: Delivery flexibility;Influence strategies;Trust;Shared vision
公開日期: 1-七月-2012
摘要: This study explores trust and shared vision moderate the relationship between the manufacturer's influence strategies and supplier delivery flexibility. The major components of this study are based on reviews of marketing research that focus on influence strategies and literature regarding supply chain flexibility. The results show that the request strategy has a negative effect on supplier delivery flexibility. The model predicts that trust and shared vision have an asymmetrical effect across recommendations, information exchange, and promises influence strategies. When the relationship contains a highly shared vision, a manufacturer's use of the recommendation influence strongly promotes supplier delivery flexibility, whereas the use of a promise strategy depresses supplier delivery flexibility. In contrast, an information exchange strategy will have a negative effect, but the promise strategy will have a positive effect on supplier delivery flexibility when trust is high. This paper contributes to guidelines for management on how to align their suppliers for delivery flexibility to respond quickly to customer demands. (C) 2011 Elsevier Inc. All rights reserved.
URI: http://dx.doi.org/10.1016/j.indmarman.2011.09.020
http://hdl.handle.net/11536/20539
ISSN: 0019-8501
DOI: 10.1016/j.indmarman.2011.09.020
期刊: INDUSTRIAL MARKETING MANAGEMENT
Volume: 41
Issue: 5
起始頁: 849
結束頁: 860
顯示於類別:期刊論文


文件中的檔案:

  1. 000309643800015.pdf