When supplier development initiatives fail: Exploring the causes of opportunism and unexpected outcomes

Abstract

Buyers often seek to enhance the capabilities of their suppliers through supplier development initiatives. However, these initiatives are not always successful and may have unintended consequences. This study investigates a ‘dark-side’ of supplier-buyer relationships, specifically the link between supplier development initiatives and supplier opportunism. Agri-food supply chains in Vietnam is the context for the study. We employ an explorative, qualitative methodology, analysing data from 30 interviews with fruit and vegetable buyers. The findings identify different supplier development initiatives and the specific forms of opportunism that may arise from each. Attention is paid to strategies to curb opportunism.