The boundary spanning capabilities of purchasing agents in buyer–supplier trust development
Chun Zhang, Sridhar Viswanathan, John W. Henke Jr.
Journal of Operations Management · 2011 · Volume 29 · Issue 4
DOI: 10.1016/j.jom.2010.07.001
Abstract
This study examines how individual purchasing agents function as boundary spanners with suppliers to influence trust development in themselves and the buying firms that employ them. Building upon boundary theory and supply chain cooperation research, we identify three boundary spanning capabilities of purchasing agents and empirically test how these capabilities shape buyer–supplier trust development. Using two samples of data collected from suppliers in the automotive industry and food industry, we found that a purchasing agent's effectiveness instrategic communicationwith suppliers affects a supplier's trust in the buying firm, while an agent'sprofessionalknowledge andability toreach compromiseswith suppliers affect a supplier's trust in the purchasing agent representing the firm. Trust in the purchasing agent in turn affects trust in the buying firm. Theoretical and managerial implications are discussed.
Keywords
Boundary spanners, Supplier relations, Trust
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