Antecedents of relationship learning in supplier partnerships from the perspective of an industrial customer: the direct effects model

In: The journal of business & industrial marketing, Band 27, Heft 4, S. 299-310

Abstract

PurposeThis study aims to examine the antecedents of relationship learning in partnerships and develop a research model that explains relationship learning through three complementary constructs: relational practices, social capital and suppliers' relationship‐specific investments.Design/methodology/approachThe study examines data drawn from interviews regarding 195 customer‐supplier relationships from the metal and electronics industries. In terms of methodology, the study employs structural equation modelling.FindingsThe findings indicate that relational practices, social capital and supplier's relationship‐specific investments explain relationship learning to a great extent.Research limitations/implicationsThe present study has some limitations, such as the use of cross‐sectional data and a limited sample size. More empirical research is needed on the antecedents and mechanisms of relationship learning as well as the interactions among antecedents.Practical implicationsThe results suggest that companies must be able to facilitate the development of relational practices, social capital and suppliers' relationship‐specific investments, as these constructs explain relationship learning largely.Originality/valueThe prior literature lacks empirical evidence on the antecedents of relationship learning, particularly in the context of partnerships. The present study demonstrates a significant impact of three antecedent constructs on relationship learning.