Relationship marketing and supplier logistics performance

An extension of the key mediating variables model

Matthew Morris, Craig Carter

Research output: Contribution to journalArticle

53 Citations (Scopus)

Abstract

Firms are increasingly relying on relational exchanges to govern buyer-supplier relationships. While the antecedents to these relationships have been studied extensively in the marketing channels and supply chain management literature, relatively little research has considered the performance out-comes of such exchanges. The current study contributes to this stream of research by extending Morgan and Hunt's key mediating variables (KMV) model to examine how the five key endogenous variables from the KMV model affect supplier logistics performance. The findings suggest that cooperation and uncertainty are significantly related to supplier logistics performance, while supplier acquiescence, functional conflict and propensity to leave the relationship have no significant impact.

Original languageEnglish (US)
Pages (from-to)32-43
Number of pages12
JournalJournal of Supply Chain Management
Volume41
Issue number4
DOIs
StatePublished - Nov 2005
Externally publishedYes

Fingerprint

Logistics
Marketing
Supply chain management
Logistics performance
Suppliers
Uncertainty
Relational exchange
Propensity
And supply chain management
Marketing channels
Endogenous variables
Buyer-supplier relationships

ASJC Scopus subject areas

  • Business, Management and Accounting (miscellaneous)

Cite this

Relationship marketing and supplier logistics performance : An extension of the key mediating variables model. / Morris, Matthew; Carter, Craig.

In: Journal of Supply Chain Management, Vol. 41, No. 4, 11.2005, p. 32-43.

Research output: Contribution to journalArticle

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