Do Buyer and Supplier Perspectives on Collaborative Relationships Differ

Journal of Operations Management 28 (2010) 101–114

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Journal of Operations Management

journal homepage: www.elsevier.com/locate/jom

Examining supply chain relationships: Do buyer and supplier perspectives on

collaborative relationships differ?

Gilbert N. Nyaga a,*, Judith M. Whipple b,1, Daniel F. Lynch c,2

a

Information, Operations, & Analysis Group, College of Business Administration, 214 Hayden Hall, Northeastern University, Boston, MA 02115, United States

Department of Supply Chain Management, Michigan State University, The Eli Broad College of Business, N 370 North Business Complex, East Lansing, MI 48824, United States

c

Centre for International Trade & Transportation, Dalhousie University, 6100 University Avenue, Suite 2060, Halifax, Nova Scotia B3H 3J5, Canada

b

A R T I C L E I N F O

A B S T R A C T

Article history:

Received 3 November 2008

Received in revised form 25 July 2009

Accepted 28 July 2009

Available online 5 August 2009

Firms are building collaborative relationships with their supply chain partners in order to achieve

efficiencies, flexibility, and sustainable competitive advantage. However, it is unclear if collaborative

relationships provide benefits that compensate for the additional expense associated with such

relationships. Further, it is unclear what factors promote successful collaborations. This research

examines collaborative relationships in two separate studies using structural equation modeling: one

study examines buyers’ perceptions and the second study examines suppliers’ perceptions. The two

studies are then compared using invariance testing in order to determine economic and relational factors

that drive satisfaction and performance from each party’s perspective. Results show that collaborative

activities, such as information sharing, joint relationship effort, and dedicated investments lead to trust

and commitment. Trust and commitment, in turn,...