Obtaining supplier commitment: antecedents and performance outcomes

Andrea S. Patrucco, Antonella Moretto, Davide Luzzini, Andreas H. Glas

Research output: Contribution to journalArticlepeer-review

37 Scopus citations


Effective management of the supply network is essential to assure market success for modern supply chains; starting from this, the paper aims to shed light on the dynamics of buyer-supplier industrial relationships by exploring the antecedents of supplier commitment – a requisite to improve performance obtained from suppliers. The paper develops a theoretical framework, grounded on Transaction Cost Economics and Social Exchange Theory, which is tested using survey data from 305 international companies and applying a Structural Equation Modelling approach. Results show that goals alignment, buyer commitment and supplier collaboration initiatives are all drivers of supplier commitment, which, in turn, positively affects innovation performance ensured by suppliers. These findings confirm the relevant role of buyer-side initiatives in driving supplier commitment, giving managers focus points to look at when the objective is to gain a preferred customer status.

Original languageEnglish (US)
Article number107449
JournalInternational Journal of Production Economics
StatePublished - Feb 2020

All Science Journal Classification (ASJC) codes

  • General Business, Management and Accounting
  • Economics and Econometrics
  • Management Science and Operations Research
  • Industrial and Manufacturing Engineering


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