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首页> 外文期刊>Journal of Business Research >When supplier development initiatives fail: Identifying the causes of opportunism and unexpected outcomes
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When supplier development initiatives fail: Identifying the causes of opportunism and unexpected outcomes

机译：当供应商发展举措失败时：识别机会主义和意外结果的原因

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摘要

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.
机译：本研究调查了供应商 - 买方关系的“黑暗面”，特别是供应商发展举措，关系规范和供应商机会主义之间的联系，利用主题分析和定性比较分析。虽然买家经常使用供应商发展举措来改善采购，但它们可能是无效的，并通过供应商刺激机会主义行为。绘制越南农业食品供应链的情况，本文分析了特定供应商发展举措与机会主义形式的关系，考虑到关系规范的作用。虽然经常被视为减少机会主义的可能性，但这项研究确定了关系规范可能包括供应链关系中的机会主义规范，这制裁了一定程度的机会主义行为。该研究有助于供应链管理理论和实践，调查买家如何解决机会主义，使供应商发展举措遏制供应商机会主义而不是触发它。

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