Abstract

Supply chain partnership is viewed as an important contributor to superior competitiveness; yet, the knowledge of ex-ante factors contributing to the deployment of supply chain partnership is nascent. This article examines the influence of the current supplier selection routines, supplier evaluation routines and managerial attitude towards relational and performance risks on the future intention to form buyer–supplier partnerships, based on relational and evolutionary economics theory. The analysis is based on 156 questionnaires received from senior executives and supply/logistics managers of UK firms. We found that partner selection routine positively influences firms’ propensity (future intention) to form buyer–supplier partnerships, unlike the supplier evaluation routine and perceptions of both relational risk and performance risk, which were not found to have a significant role. Our findings suggest that firms wishing to initiate buyer–supplier partnerships can increase the likelihood of doing so by ensuring that their supplier selection routines incorporate efforts to establish potential suppliers’ inclination for openness in a relationship, to establish their track record of demonstrating a high degree of integrity with other buyers and to confirm that potential suppliers have a deep knowledge and understanding of the buyer’s business, a recognized strong reputation, and demonstrable financial stability.

摘要

供应链伙伴关系被视为卓越竞争力的重要贡献者；然而，有助于部署供应链伙伴关系的事前因素的知识还处于萌芽状态。本文基于关系和演化经济学理论，研究了当前供应商选择程序、供应商评估程序以及管理人员对关系和绩效风险的态度对未来建立买方-供应商伙伴关系的意图的影响。该分析基于从英国公司的高级管理人员和供应/物流经理那里收到的 156 份问卷调查。我们发现，与供应商评估程序以及对关系风险和绩效风险的认知不同，合作伙伴选择程序对公司形成买方 - 供应商伙伴关系的倾向（未来意图）产生积极影响，没有发现有重要作用。我们的研究结果表明，希望建立买方 - 供应商伙伴关系的公司可以通过确保他们的供应商选择程序纳入努力建立潜在供应商在关系中的开放倾向，从而建立他们展示高水平的跟踪记录，从而增加这样做的可能性。与其他买家的诚信，并确认潜在供应商对买家的业务有深入的了解和理解，公认的良好声誉和可证明的财务稳定性。