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When supplier development initiatives fail: Identifying the causes of opportunism and unexpected outcomes
Tran, P. Gorton, M. Lemke, Fred
Tran, P.
Gorton, M.
Lemke, Fred
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Publication Type
Journal article with impact factor
Editor
Supervisor
Publication Year
2021
Journal
Journal of Business Research
Book
Publication Volume
127
Publication Issue
April
Publication Begin page
277
Publication End page
289
Publication Number of pages
Collections
Abstract
This study investigates a ‘dark-side’ of supplier-buyer relationships, specifically the links between supplier development initiatives, relational norms and supplier opportunism, utilizing thematic analysis and qualitative comparative analysis. While buyers often employ supplier development initiatives to improve procurement, they can be ineffective and stimulate opportunistic behaviour by suppliers. Drawing on the case of agri-food supply chains in Vietnam, the paper analyses the relationships between specific supplier development initiatives and forms of opportunism, considering the role of relational norms. While often regarded as reducing the likelihood of opportunism, this study identifies that relational norms may include norms of opportunism in supply chain relationships, which sanction a degree of opportunistic behaviour. The study contributes to supply chain management theory and practice by investigating how buyers can address opportunism, so that supplier development initiatives curb supplier opportunism rather than trigger it.
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Keywords
Opportunism, Supplier Development, Supply Chain Management, Relational Norms, Vietnam, Qualitative Comparative Analysis