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

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    Publication type
    Vlerick strategic journal article
    Author
    Tran, P.
    Gorton, M.
    Lemke, Fred
    Publication Year
    2021
    Journal
    Journal of Business Research
    Publication Volume
    127
    Publication Issue
    April
    Publication Begin page
    277
    Publication End page
    289
    
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    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.
    Keyword
    Opportunism, Supplier Development, Supply Chain Management, Relational Norms, Vietnam, Qualitative Comparative Analysis
    Knowledge Domain/Industry
    Marketing & Sales
    DOI
    10.1016/j.jbusres.2021.01.009
    URI
    http://hdl.handle.net/20.500.12127/6618
    ae974a485f413a2113503eed53cd6c53
    10.1016/j.jbusres.2021.01.009
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