How does buyer-seller information sharing affect procurement quality performance? Insight from SMEs in a developing African economy

Anin, Emmanuel Kwabena; Essuman, Dominic; Owusu, Hannah

doi:10.1108/ijqss-03-2020-0046

Cited by 10 publications

(9 citation statements)

References 32 publications

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“…The results lead us to formulate reflections on who holds this information and re-elaborate it to make relevant decisions in terms of suppliers, conditions, times and methods (Prior et al, 2021). First, the use of new technologies has led to improvements in effectiveness, efficiency, cost and time savings and the advantage of data generation, as encapsulated by our P8 (Anin et al, 2020). However, this raises the question of information overload and the need for decision-making.…”

Section: Discussion and Contributionsmentioning

confidence: 99%

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Buying centers and emerging developments: the SME perspective

Cardinali,

Sharma,

Cedrola

et al. 2024

JBIM

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Purpose This paper aims to explore the challenges and opportunities faced by buying centers in small and medium enterprises (SME) manufacturing companies in view of recent technological changes and the virtualization of communication. Design/methodology/approach This study uses a qualitative approach with multiple case studies to portray complex realities within the buying centers in the manufacturing SME context. The authors selected five Italian companies to portray the diverse characteristics, practices and policies of relevant stakeholders before reaching saturation with the issues explored. Findings The authors find that interactions among buying center members are more effective with greater collaboration and exchange (as opposed to competition and a struggle for power). Virtual/hybrid relations require greater intra-group cooperation, whereas diverse backgrounds and collaborative interactions help the flexibility and performance of the buying center. Greater use of technology produces certainty and automation, but it may also cause overload and biases that can be solved with the ability to analyze and clear responsibility for decisions. Research limitations/implications The authors studied only five Italian companies in this study. Future research in other countries with diverse cultural and socio-economic conditions and methods would help extend this research. Practical implications The findings would improve the understanding of the challenges of adopting new purchase process technologies that would help automate routine tasks, produce useful data and support decision-making. Originality/value Unlike prior studies, this study uses an exploratory design to study the evolution of buying centers in SMEs to seek deeper insights into the challenges and opportunities faced by SMEs because of the growing use of emerging technologies.

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Section: Discussion and Contributionsmentioning

confidence: 99%

“…First, the use of new technologies has led to improvements in effectiveness, efficiency, cost and time savings and the advantage of data generation, as encapsulated by our P8 (Anin et al , 2020). However, this raises the question of information overload and the need for decision-making.…”

Section: Discussion and Contributionsmentioning

confidence: 99%

Buying centers and emerging developments: the SME perspective

Cardinali,

Sharma,

Cedrola

et al. 2024

JBIM

View full text Add to dashboard Cite

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“…In this sense, heavyweight manager and customer involvement influence the quality dimensions of information, define the level of uncertainty and equivocality (Gersick and Hackman, 1990) in terms of sensing what the project team is supposed to know (to solve uncertainty) and determining what they need to know (to solve equivocality). Reducing uncertainty and improving equivocality require heavyweight manager and/customer involvement and thus improves the quality of information (Rauniar et al, 2008;Koufteros et al, 2010;Tam et al, 2020;Anin et al, 2020). Thus, we hypothesize:…”

Section: Marketing Platform Productsmentioning

confidence: 99%

Marketing platform products for successful customer outcomes: an empirical investigation of project process integration

Hong

Park

Deng

et al. 2022

IJQSS

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Purpose Cross-functional teams engage in developing platform projects which become the basis of many smaller projects. The purpose of this paper is to examine how project teams engage in front-end plan formulation and backend work implementation. This paper shows the critical linkage role of platform product practices. Design/methodology/approach This study examines the conceptual framework and research model by using a survey questionnaire for the target respondents of product development managers from the USA and Korea. After refining processes, this study determines the items for each variable for the large-scale survey. Findings Results suggest that when heavy-manager and customers are jointly or separately involved with a project team for the formation of shared team purpose and mission, then there would be differences in terms of information quality, shared team purpose and mission and the project outcomes. If the primary roles of heavyweight leadership and customer involvement are to improve information quality in terms of reduction of uncertainty and equivocality, then the project team is empowered enough to work on the formation of shared team purpose and mission on their own. Platform product practices are a linkage between front-end planning and back-end work doing which guides more specific projects with shared purpose and performance goals. Research limitations/implications As the data collection was limited to the USA and Korea, generalizability across diverse contexts requires caution. However, the findings provide meaningful insight on how to manage projects in an environment of increasing complexity and ambiguity. Practical implications This study provides interesting insight into how project teams approach platform product development. Based on the empirical test, this study shows how cross-functional teams integrate front-end project plan formulation and back-end project work implementation. This study also presents how heavyweight manager and customer involvement addresses the front-end information challenges and influence platform product practices. Originality/value This study empirically tests the role of fuzzy front planning in impacting project team success. In particular, this study highlights the dynamic relationships between heavyweight managers and customer involvement, information quality (i.e. uncertainty and equivocality), and the nature of team purpose and mission which are all crucial for effective cross-functional teamwork.

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“…Relative dependence secures cooperation of a channel partner (Dong et al, 2019) or at least encourages the dependent partner to comply when required (Alsaad et al, 2019). Relative dependence has been widely studied in the literature, and linked to several relational constructs, most notably are satisfaction (Handley et al, 2019), trust (Padgett et al, 2020), commitment (Hussain et al, 2020) and, importantly, performance (Anin et al, 2020;Suoniemi et al, 2022). B2B partners enter relative dependent relationships when they conclude that the benefits of entering the relationship outweigh the potential costs.…”

Section: Relative Dependence and Customer Satisfactionmentioning

confidence: 99%

Commitment, trust, relative dependence, and customer loyalty in the B2B setting: the role of customer satisfaction

Arthur,

Agbemabiese,

Amoako

et al. 2023

JBIM

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Purpose This study aims to explore the role customer satisfaction play in mediating the nexus between commitment, trust, relative dependence and customer loyalty from an emerging market context under a business-to-business (B2B) setting. Design/methodology/approach The study was a descriptive survey, and using convenience sampling technique, questionnaires were used to gather data from 356 businesses that were distributors of Guinness Ghana Company Limited. Partial least squares structural equation modeling was used to test the proposed hypotheses for this study, and macro-PROCESS was performed to test the mediating effect of customer satisfaction. Findings The findings show that relative dependence had the most considerable significant and positive impact on B2B partners satisfaction, followed by commitment and trust, respectively. A positive and significant relationship was also found between B2B firms’ satisfaction and loyalty. The result also indicates that customer satisfaction mediates the relationship between commitment, trust, relative dependence and B2B loyalty. Practical implications Practitioners can manipulate specific relative dependence, commitment and trust features to increase customer satisfaction with their firm’s services, thus ensuring longer-term customer loyalty. Originality/value Drawing on the social exchange theory, this study provides a more profound perspective focusing on an emerging market context, by examining from a B2B setting the significance of commitment, trust, relative dependence and B2B partners satisfaction on loyalty.

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How does buyer-seller information sharing affect procurement quality performance? Insight from SMEs in a developing African economy

Cited by 10 publications

References 32 publications

Buying centers and emerging developments: the SME perspective

Buying centers and emerging developments: the SME perspective

Marketing platform products for successful customer outcomes: an empirical investigation of project process integration

Commitment, trust, relative dependence, and customer loyalty in the B2B setting: the role of customer satisfaction

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