Purpose

The purpose of this study is to explore an integrative model of supplier success, using a case study of the Thai high-technology firms. The study focuses on buyer-supplier relationships of information systems (IS), including bundles of hardware, software and services because these relationships are dependent on both immediate performance quality of the IS and long-term maintenance of a strong buyer-supplier relationship.

Design/methodology/approach

The research used an integrative model that incorporated the DeLone and McLean (2003) IS success model, representing system quality and Clauss and Tangpong’s (2018) impregnable exchange relationship model, representing relationship quality. Exploratory mixed methods study incorporated interviews with supplier relationship managers at five Thai high-technology firms (n = 15) and a quantitative survey of buyer firms (n = 393).

Findings

Results supported the integrative system-supplier success model. The most significant limitation is that the study was only conducted in a single industry (high tech) when the IS buyer-supplier relationships modeled here are ubiquitous in modern business.

Research limitations/implications

Despite this limitation, the research contributes to the literature by developing and testing a long-term buyer-supplier relationship success model that incorporates both the characteristics of an IS and the supplier characteristics that lead to positive outcomes.

Originality/value

This study makes intuitive sense and being demonstrated statistically – the fact that the overall quality of an IS, coupled with a well-liked, non-substitutable supplier with a history of good performance, would be considered to be a successful supplier relationship is not especially controversial. The value of the study lies in the integration of the two models to represent different aspects of supplier performance, which could have a different effect on the buyer-supplier relationship in the long-term.

中文翻译：

---

IT 服务中的长期买卖双方关系

目的

本研究的目的是利用泰国高科技公司的案例研究来探索供应商成功的综合模型。该研究侧重于信息系统 (IS) 的买方-供应商关系，包括硬件、软件和服务的捆绑，因为这些关系取决于信息系统的即时性能质量和长期维持强大的买方-供应商关系。

设计/方法/方法

该研究使用了一个综合模型，该模型结合了代表系统质量的 DeLone 和 McLean (2003) IS 成功模型以及代表关系质量的 Clauss 和 Tangpong (2018) 坚不可摧的交换关系模型。探索性混合方法研究包括对五家泰国高科技公司的供应商关系经理的采访（n = 15）和对买方公司的定量调查（n = 393）。

发现

结果支持集成系统供应商成功模型。最显着的限制是，当此处建模的 IS 买卖双方关系在现代商业中无处不在时，该研究仅在单个行业（高科技）中进行。

研究限制/影响

尽管存在这种局限性，但该研究通过开发和测试长期的买方-供应商关系成功模型为文献做出了贡献，该模型结合了 IS 的特征和导致积极结果的供应商特征。

原创性/价值

这项研究具有直观意义，并在统计上得到证明——信息系统的整体质量，再加上具有良好业绩历史的深受喜爱、不可替代的供应商，将被视为成功的供应商关系这一事实并不特别有争议的。该研究的价值在于整合两个模型来代表供应商绩效的不同方面，从长远来看，这可能对买方 - 供应商关系产生不同的影响。