Leadership, the buying center, and supply chain performance: A study of linked users, buyers, and suppliers

G. Tomas M. Hult; David J. Ketchen; Brian R. Chabowski

doi:10.1016/j.indmarman.2005.12.002

Leadership, the buying center, and supply chain performance: A study of linked users, buyers, and suppliers

G. Tomas M. Hult^*, David J. Ketchen, Brian R. Chabowski

^*Corresponding author for this work

Research output: Contribution to journal › Article › peer-review

51 Scopus citations

Abstract

With conceptual foundations taken from leadership theory and the resource-based view (RBV), this study examines the influence of transactional and transformational leadership on the relationship between the value of the corporate buying center and performance in supply chains. The sample consists of 58 directly linked and matched supply chains, each composed of one user (internal customer), one corporate buyer, and one external supplier. The results indicate that transformational leadership has a positive moderating effect on the relationship between the value of the corporate buying center and performance, while transactional leadership negatively moderates this relationship. Two "localness" dimensions (formalization and centralization) and two "openness" dimensions (participative and reflective) were included as controls in the analysis.

Original language	English
Pages (from-to)	393-403
Number of pages	11
Journal	Industrial Marketing Management
Volume	36
Issue number	3
DOIs	https://doi.org/10.1016/j.indmarman.2005.12.002
State	Published - Apr 2007
Externally published	Yes

Keywords

Buying center
Leadership
Performance
Supply chains

ASJC Scopus subject areas

Marketing

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10.1016/j.indmarman.2005.12.002

Cite this

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title = "Leadership, the buying center, and supply chain performance: A study of linked users, buyers, and suppliers",

abstract = "With conceptual foundations taken from leadership theory and the resource-based view (RBV), this study examines the influence of transactional and transformational leadership on the relationship between the value of the corporate buying center and performance in supply chains. The sample consists of 58 directly linked and matched supply chains, each composed of one user (internal customer), one corporate buyer, and one external supplier. The results indicate that transformational leadership has a positive moderating effect on the relationship between the value of the corporate buying center and performance, while transactional leadership negatively moderates this relationship. Two {"}localness{"} dimensions (formalization and centralization) and two {"}openness{"} dimensions (participative and reflective) were included as controls in the analysis.",

keywords = "Buying center, Leadership, Performance, Supply chains",

author = "Hult, \{G. Tomas M.\} and Ketchen, \{David J.\} and Chabowski, \{Brian R.\}",

year = "2007",

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doi = "10.1016/j.indmarman.2005.12.002",

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volume = "36",

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journal = "Industrial Marketing Management",

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number = "3",

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T1 - Leadership, the buying center, and supply chain performance

T2 - A study of linked users, buyers, and suppliers

AU - Hult, G. Tomas M.

AU - Ketchen, David J.

AU - Chabowski, Brian R.

PY - 2007/4

Y1 - 2007/4

N2 - With conceptual foundations taken from leadership theory and the resource-based view (RBV), this study examines the influence of transactional and transformational leadership on the relationship between the value of the corporate buying center and performance in supply chains. The sample consists of 58 directly linked and matched supply chains, each composed of one user (internal customer), one corporate buyer, and one external supplier. The results indicate that transformational leadership has a positive moderating effect on the relationship between the value of the corporate buying center and performance, while transactional leadership negatively moderates this relationship. Two "localness" dimensions (formalization and centralization) and two "openness" dimensions (participative and reflective) were included as controls in the analysis.

AB - With conceptual foundations taken from leadership theory and the resource-based view (RBV), this study examines the influence of transactional and transformational leadership on the relationship between the value of the corporate buying center and performance in supply chains. The sample consists of 58 directly linked and matched supply chains, each composed of one user (internal customer), one corporate buyer, and one external supplier. The results indicate that transformational leadership has a positive moderating effect on the relationship between the value of the corporate buying center and performance, while transactional leadership negatively moderates this relationship. Two "localness" dimensions (formalization and centralization) and two "openness" dimensions (participative and reflective) were included as controls in the analysis.

KW - Buying center

KW - Leadership

KW - Performance

KW - Supply chains

UR - https://www.scopus.com/pages/publications/33947147618

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DO - 10.1016/j.indmarman.2005.12.002

M3 - Article

AN - SCOPUS:33947147618

SN - 0019-8501

VL - 36

SP - 393

EP - 403

JO - Industrial Marketing Management

JF - Industrial Marketing Management

IS - 3

ER -

Leadership, the buying center, and supply chain performance: A study of linked users, buyers, and suppliers

Abstract

Keywords

ASJC Scopus subject areas

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