Antecedents and Dimensions of Customer Partnering Behavior in Logistics Outsourcing Relationships

Hofer, Adriana Rossiter; Knemeyer, A. Michael; Dresner, Martin

doi:10.1002/j.2158-1592.2009.tb00116.x

Cited by 83 publications

(108 citation statements)

References 41 publications

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“…Furthermore, trust can contribute significantly to the long-term stability of a supply chain [30,31]. In a logistics outsourcing context, a customer's trust in a third-party logistics provider refers to the customer's belief that the third-party logistics provider is knowledgeable about the services it provides and that the third-party logistics provider has intentions and motives beneficial to the customer when new conditions arise, conditions to which a commitment has not been made [32].…”

Section: The Role Of Trust In Establishing Enterprisesmentioning

confidence: 99%

The Role Played by Trust and Its Effect on the Competiveness of Logistics Service Providers in Hungary

Oláh

Bai

Karmazin³

et al. 2017

Sustainability

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This research focuses on the role of trust and the impact of its level on the revenue, earnings before tax and the degree of flexibility of logistics service providers (LSPs). More specifically, the role of the executive manager is examined in relation to the impact of business relationships (trust levels) within and between organizations. In addition, the analysis covers the development of revenue, earnings before tax and degree of flexibility of logistics service providers in the context of the role of the head manager. The data were collected from 51 logistics service providers in Hungary. The results show that the level of trust established in the organization (with the employees, co-workers etc.) has a positive impact on the earnings before tax. Furthermore, this paper confirms that the trust executive managers establish around them is an important performance factor which even consumers perceive and that it has major significance in terms of degree of flexibility. This research further increases our understanding of the role and importance of trust as a strategic success factor for LSPs.

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Section: The Role Of Trust In Establishing Enterprisesmentioning

confidence: 99%

The Role Played by Trust and Its Effect on the Competiveness of Logistics Service Providers in Hungary

Oláh

Bai

Karmazin³

et al. 2017

Sustainability

View full text Add to dashboard Cite

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“…Kwon et al [27] proved that supply chain partners' investments increase the level of trust between the partners, because these investments are perceived as a signal of commitment. Transaction-specific investments exceed positive influence on customer's perception of a provider's benevolence, because these adaptations demonstrate the willingness of the provider to support and maintain the relationship [22]. These ideas suggest the following hypothesis: H 3 The level of specific adaptations by the provider influences the customer's loyalty positively.…”

Section: Hypotheses On Alternative Approaches To Relationship Adaptationmentioning

confidence: 95%

Partner-specific adaptations, performance, satisfaction, and loyalty in third-party logistics relationships

Large

2011

Logist. Res.

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This paper addresses the question of the impact of alternative ways to partner-specific adaptations in thirdparty logistics provider relationships upon performance, customer satisfaction, and the degree of customer loyalty. It offers a view of related theory and a preliminary analysis of ''request for quotation'' documents. On this basis, several hypotheses are formulated. A questionnaire survey and structural equation modeling (SEM) are then used to test the hypotheses. The analysis shows that adaptations by logistics service providers exert positive influences on performance and customer loyalty. On the other hand, there is a negative impact of customers' adaptations on performance because own adaptations are perceived as an effort. Nevertheless, the study provides evidence that the total effect of customers' adaptations on customer loyalty is positive. The results suggest that third-party logistics providers should adapt systems and procedures to their customers' specific requirements. Despite the negative impact found of customers' adaptations upon the level of perceived performance, providers should promote moderate customers' adaptations in order to increase customer loyalty.

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“…The high integration of the partners (e.g. detailed information sharing, extensive data access) make this approach rare and fit the characteristics called for in future research (Zimmermann and Seuring, 2009 Following the theoretical propositions of how to set-up partnerships, the previously mentioned systematic partner implementation approach (Appendix 2) should (constantly) generate benefits in relational and operational performance (Hofer et al, 2009;Zacharia et al, 2009). After a period of 24 months, passing through the early stage of the partnerships implementation until reaching full production capacity and process complexity, the following conclusions regarding the performance data in the sample of 13 partners could be drawn.…”

Section: Data Collection/context Of the Studymentioning

confidence: 99%

Partner management – managing service partnerships in the supply chain – a systemic perspective

Zybell¹

2013

International Journal of Physical Distribution &Amp; Logistics Management

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Purpose -The purpose of the research is to shed light on the question of how elements of a partnership system interact to provide a basis for an enhanced performance management framework. Design/methodology/approach -A structured literature review is followed by a longitudinal case study (action research), which combines qualitative and quantitative analyses. Observations over time, documents such as contracts, joint agreements, meeting agendas and minutes, personal conversations and in-depth interviews were mainly used, with quantitative measurement of operational and relational performance. For an in-depth analysis of interdependencies, a systemic perspective based on an interaction analysis of relevant elements of the partner management system was adopted. Findings -The paper draws upon real-life data from service partnerships in the automotive industry. Combining a longitudinal multi-dyadic approach with action-based research makes it a unique opportunity to reveal insights into the development of performance-based partnerships. The paper illustrates enablers, limitations, and conflicting circumstances in partnering highlighting the role of incentives and derives propositions for a comprehensive framework for a performance-oriented partner management.Research limitations/implications -Owing to the limited number of case studies, this research is considered mainly exploratory. The presented case study is an essentially illustrative example of the implementation and development of performance-oriented partnerships. The insights provide a better and deeper understanding of the dynamics of forming partnerships in reality, especially limitations and pertinent expectations regarding performance management in partnerships. There remains a need for further research for success-related dimensions and antecedents of partnering concepts in a general industry approach. Originality/value -The paper draws upon real-life data from service partnerships in the automotive industry. Combining a longitudinal multi-dyadic approach with action-based research makes it a unique opportunity to reveal insights into the development of performance-based partnerships. The paper illustrates enablers, limitations, and conflicting circumstances in partnering highlighting the role of incentives and derives propositions for a comprehensive framework for a performance-oriented partner management.Keywords Partnership, Performance, Incentives, Case study, Systemic thinking, Performance management Paper type Research paperThe current issue and full text archive of this journal is available at www.emeraldinsight.com/0960-0035.htm Some Enablers deserve the author's special thanks: Peter Claussen: his visionary thinking created the context which made possible this unique project. The authors' friend Dirk Stegelmeyer: his inputs in the manuscript process were continuous drivers to enhance quality. The authors' wife Verena: her partnering support was the key enabler for the successful result.

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Antecedents and Dimensions of Customer Partnering Behavior in Logistics Outsourcing Relationships

Cited by 83 publications

References 41 publications

The Role Played by Trust and Its Effect on the Competiveness of Logistics Service Providers in Hungary

The Role Played by Trust and Its Effect on the Competiveness of Logistics Service Providers in Hungary

Partner-specific adaptations, performance, satisfaction, and loyalty in third-party logistics relationships

Partner management – managing service partnerships in the supply chain – a systemic perspective

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