Abstract
Abstract: With the aim of demonstrating the elements that lead to the satisfaction of the professionals of participating companies with the performance of the Supplier Development Programs - SDPs, something that can improve the performance of this type of program, this research aimed to identify if the trust, in its affective, behavioral and cognitive components, influences the commitment and the perception of less risks, leading, consequently, to the satisfaction of the professionals of participating companies with the performance of the SDPs to which they are linked. Based on studies involving all the analyzed constructs, relationships between them were suggested and a structural model was proposed associating them. A quantitative, descriptive and cross-sectional study was carried out involving professionals from buyers and suppliers that participate in SDPs from all over Brazil, obtaining a sample, characterized as non-probabilistic and by accessibility, of 609 respondents from the application of a self-administered electronic questionnaire. For the analysis of the data, the modeling of structural equations was used, which indicated a positive relation for almost all the hypotheses, with only one being rejected. The findings suggest that reinforcing trust, mainly behavioral and cognitive, can increase the commitment of companies to the actions developed by the SDPs to which they are linked, as well as generate the perception that there are fewer risks when transacting with companies also linked to these programs, resulting in the satisfaction of buyers and suppliers. This may result in better program efficiency and effectiveness, and this is a contribution of this study, by identifying what leads participants to SDPs to be satisfied.
Highlights
Managers in general have already realized that the performance of suppliers has a direct impact on the performance of companies, affecting the way they meet the needs of their customers (Botelho & Bourguignon, 2011; Viana & Alencar, 2012)
This study aimed to identify whether trust, in its affective components, behavioral and cognitive, influences the commitment and perception of less risks, leading to, the satisfaction of the professionals of participating companies with the performance of the SDPs to which they are linked
These findings suggest that an active role of SDPs that enhances trust, mainly behavioral and cognitive, of the professionals of the buying and supplying companies, can increase the commitment of these companies to the actions developed by the programs and stimulate the perception that there are fewer risks when transacting with related companies, resulting in the satisfaction of the participating companies
Summary
Managers in general have already realized that the performance of suppliers has a direct impact on the performance of companies, affecting the way they meet the needs of their customers (Botelho & Bourguignon, 2011; Viana & Alencar, 2012). The narrowing and maintenance of the relationship between buyer companies and their suppliers have already been flagged as essential factors for the competitiveness of companies (Cambra-Fierro & Polo-Redondo, 2008; Nagati & Rebolledo, 2013; Yawar & Seuring, 2018), being considered one of the most important aspects for the success of the companies (Gonçalo & Alencar, 2014) This perception has led an increasing number of companies to act, directly or indirectly, in the development of their suppliers (Botelho & Bourguignon, 2011; Nagati & Rebolledo, 2013) as a means of ensuring that these companies meet the contractor’s supply requirements (Freitas, 2009). The execution of qualification and incentive actions to form business links is only possible if there is trust (Yawar & Seuring, 2018), generating compromise and minimizing the risks in commercial transactions between buying and supplying companies (Marconatto, Estivalete, & Pedrozo, 2014)
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