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

Keywords

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

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    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.