Naslov
The mediating role of key supplier relationship management practices on supply chain orientation – the organizational buying effectiveness link

Autori
Miočević, Dario ; Crnjak-Karanović, Biljana

Izvornik
Industrial marketing management (0019-8501) 41 (2012), 1; 115-124

Vrsta, podvrsta i kategorija rada
Radovi u časopisima, članak, znanstveni

Ključne riječi
organizational buying effectiveness; key supplier relationship management; supply chain management; value

Sažetak
The role of key supplier relationships and their link with purchasing performance is poorly recognized in current business-to-business marketing literature. Given the predominance of collaborative supply chain relationships, purchasing must be considered to be providing value, thereby implying its effective nature. This study introduces a conceptual model of the relationship between supply chain orientation (SCO) and key supplier relationship management (KSRM) with organizational buying effectiveness (OBE) as a measure of effective purchasing behavior. To extend the model’s nomological network, we link OBE with firm profitability. We find that SCO and KSRM have a strong positive influence on OBE. Furthermore, KSRM is demonstrated to be a significant mediator in the SCO–OBE relationship. Finally, OBE significantly and positively influences firm profitability, suggesting that it adequately addresses the aspects of effective purchasing behavior. We also discuss theoretical and managerial implications as well as future research directions in light of the limitations of this study.

Izvorni jezik
Engleski

Znanstvena područja
Ekonomija

POVEZANOST RADA