Incentives, dependency, trust, satisfaction and performance: A social exchange perspective on buyer-driven incentives

Paul W.Th. Ghijsen*, Wim Lambrechts, Gert-Jan van der Pijl

*Corresponding author for this work

Research output: Contribution to conferencePaperAcademic

Abstract

The objective is to analyse the influence of buyer-driven competitive and cooperative incentives on supplier trust, satisfaction and performance from the supplier’s point of view applying Social Exchange Theory. Based on a survey held among sales and key account managers of Dutch manufacturing companies yielding 167 responses, competitive incentives appear to have a negative influence on behavioural trust, competence trust, buyer attractiveness and supplier satisfaction but not on performance. Cooperative incentives seem to have a positive influence on all, but behavioural trust. They do not seem to influence supplier’s trust in buyer’s behaviour in contrast to hypotheses based on SET.
Original languageEnglish
Pages1
Number of pages18
Publication statusPublished - 11 Mar 2019
Event28th International IPSERA Conference : Art and Science of Procurement - Campus Bovisa, Milan, Italy
Duration: 14 Apr 201917 Apr 2019
Conference number: 28
http://www.ipsera2019.com/

Conference

Conference28th International IPSERA Conference
Abbreviated titleIPSERA
CountryItaly
CityMilan
Period14/04/1917/04/19
Internet address

Fingerprint

Suppliers
Incentives
Buyers
Social exchange
Buyer behavior
Social exchange theory
Competitive response
Attractiveness
Manufacturing companies
Managers
Key accounts

Keywords

  • Competitive incentives
  • cooperative incentives
  • social exchange theory
  • supplier performance
  • supplier trust

Cite this

Ghijsen, P. W. T., Lambrechts, W., & van der Pijl, G-J. (2019). Incentives, dependency, trust, satisfaction and performance: A social exchange perspective on buyer-driven incentives. 1. Paper presented at 28th International IPSERA Conference , Milan, Italy.
Ghijsen, Paul W.Th. ; Lambrechts, Wim ; van der Pijl, Gert-Jan. / Incentives, dependency, trust, satisfaction and performance: A social exchange perspective on buyer-driven incentives. Paper presented at 28th International IPSERA Conference , Milan, Italy.18 p.
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Ghijsen, PWT, Lambrechts, W & van der Pijl, G-J 2019, 'Incentives, dependency, trust, satisfaction and performance: A social exchange perspective on buyer-driven incentives' Paper presented at 28th International IPSERA Conference , Milan, Italy, 14/04/19 - 17/04/19, pp. 1.

Incentives, dependency, trust, satisfaction and performance: A social exchange perspective on buyer-driven incentives. / Ghijsen, Paul W.Th.; Lambrechts, Wim; van der Pijl, Gert-Jan.

2019. 1 Paper presented at 28th International IPSERA Conference , Milan, Italy.

Research output: Contribution to conferencePaperAcademic

TY - CONF

T1 - Incentives, dependency, trust, satisfaction and performance: A social exchange perspective on buyer-driven incentives

AU - Ghijsen, Paul W.Th.

AU - Lambrechts, Wim

AU - van der Pijl, Gert-Jan

PY - 2019/3/11

Y1 - 2019/3/11

N2 - The objective is to analyse the influence of buyer-driven competitive and cooperative incentives on supplier trust, satisfaction and performance from the supplier’s point of view applying Social Exchange Theory. Based on a survey held among sales and key account managers of Dutch manufacturing companies yielding 167 responses, competitive incentives appear to have a negative influence on behavioural trust, competence trust, buyer attractiveness and supplier satisfaction but not on performance. Cooperative incentives seem to have a positive influence on all, but behavioural trust. They do not seem to influence supplier’s trust in buyer’s behaviour in contrast to hypotheses based on SET.

AB - The objective is to analyse the influence of buyer-driven competitive and cooperative incentives on supplier trust, satisfaction and performance from the supplier’s point of view applying Social Exchange Theory. Based on a survey held among sales and key account managers of Dutch manufacturing companies yielding 167 responses, competitive incentives appear to have a negative influence on behavioural trust, competence trust, buyer attractiveness and supplier satisfaction but not on performance. Cooperative incentives seem to have a positive influence on all, but behavioural trust. They do not seem to influence supplier’s trust in buyer’s behaviour in contrast to hypotheses based on SET.

KW - Competitive incentives

KW - cooperative incentives

KW - social exchange theory

KW - supplier performance

KW - supplier trust

M3 - Paper

SP - 1

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Ghijsen PWT, Lambrechts W, van der Pijl G-J. Incentives, dependency, trust, satisfaction and performance: A social exchange perspective on buyer-driven incentives. 2019. Paper presented at 28th International IPSERA Conference , Milan, Italy.