What type of cooperation with suppliers and customers leads to superior performance?

Resumo

This research evaluates cooperation with key suppliers and customers, correlating cooperation to financial performance. Four cooperative behaviors represent cooperation as a multidimensional concept and the research explores the effect of each of these different dimensions of cooperation on performance. Results show that not all cooperative behaviors have similar and positive impacts on performance. Flexibility has no significant effect while shared problem solving has a negative effect. The other two cooperative behaviors, information exchange and restraint in the use of power, have positive impacts on performance. Results also indicate that cooperation with customers affects mostly firm growth while cooperation with suppliers affects firm profitability. Based on a survey of 124 packaging manufacturers, the analysis uses CFA (Confirmatory Factor Analysis) to validate the,measurement of constructs and multiple regressions to analyze the relationships between the cooperative behaviors and financial performance. (C) 2013 Elsevier Inc. All rights reserved.

Ficha do documento

Tipo

Artigo científico

Ano

2014

Instituição

Elsevier Science Inc

Fonte

Repositório da FGV

Idioma

Inglês

Acesso

Acesso restrito

DOI

10.1016/j.jbusres.2013.07.015

Identificador

oai:repositorio.fgv.br:10438/23378

Temas

Economia

Palavras-chave

CooperationPerformanceCooperative behaviorPackaging industryEconomiaVantagem competitiva