Managing buyer-supplier relationships in e-commerce projects: implications for relationship value

Abstract

ABSTRACTThis study investigates which e-commerce characteristics contribute to supplier relationship value in e-commerce projects. Further, it is examined if such contributions are moderated by the intensity of the buyer-supplier relationship. The hypotheses were developed based on previous research on e-commerce characteristics and buyer-supplier relationship intensity to test the links between e-commerce characteristics, buyer-supplier relationship intensity, and supplier relationship value. Using a structured online survey questionnaire, the data were collected from Finnish e-commerce companies, which had supplied an e-shop, and they were asked to evaluate the purchasing process of the shop as an example of an e-commerce project. The results suggest that one of the dimensions of e-commerce characteristics (service delivery characteristics) positively contributes to the supplier relationship value, whereas the other two dimensions (product characteristics and buyer operations) do not. Further, as the intensity of the buyer-supplier relationship increases, the strength of the connections between product characteristics and supplier relationship value and between buyer operations and supplier relationship value increases. This study could provide useful insights for supply chain managers by informing suppliers about which e-commerce characteristics are likely to influence supplier relationship value.