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.
|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
|Conference||28th International IPSERA Conference|
|Period||14/04/19 → 17/04/19|
- Competitive incentives
- cooperative incentives
- social exchange theory
- supplier performance
- supplier trust
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.