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

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 conference › Paper › Academic

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 language	English
Pages	1
Number of pages	18
Publication status	Published - 11 Mar 2019
Event	28th International IPSERA Conference : Art and Science of Procurement - Campus Bovisa, Milan, Italy Duration: 14 Apr 2019 → 17 Apr 2019 Conference number: 28 http://www.ipsera2019.com/

Conference

Conference	28th International IPSERA Conference
Abbreviated title	IPSERA
Country/Territory	Italy
City	Milan
Period	14/04/19 → 17/04/19
Internet address	http://www.ipsera2019.com/

Keywords

Competitive incentives
cooperative incentives
social exchange theory
supplier performance
supplier trust

Cite this

@conference{e42e087bf7e8443480b502c387cf4084,

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

abstract = "The objective is to analyse the influence of buyer-driven competitive and cooperative incentives on supplier trust, satisfaction and performance from the supplier{\textquoteright}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{\textquoteright}s trust in buyer{\textquoteright}s behaviour in contrast to hypotheses based on SET.",

keywords = "Competitive incentives, cooperative incentives, social exchange theory, supplier performance, supplier trust",

author = "Ghijsen, {Paul W.Th.} and Wim Lambrechts and {van der Pijl}, Gert-Jan",

year = "2019",

month = mar,

day = "11",

language = "English",

pages = "1",

note = "28th International IPSERA Conference : Art and Science of Procurement, IPSERA ; Conference date: 14-04-2019 Through 17-04-2019",

url = "http://www.ipsera2019.com/",

}

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

N1 - Conference code: 28

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

T2 - 28th International IPSERA Conference

Y2 - 14 April 2019 through 17 April 2019

ER -

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

Abstract

Conference

Keywords

Fingerprint

Cite this