Title: Validation of buyer-supplier relationship value dimensions - qualitative study-based evidence from the auto-component industry in India

Authors: Pranay More; Jaideep Jejurikar; Anil Keskar; Santosh Gopalkrishnan

Addresses: Symbiosis Center for Research and Innovation, Symbiosis International (Deemed University) (SIU), Lavale, Pune, Maharashtra, India ' Symbiosis Center for Research and Innovation, Symbiosis International (Deemed University) (SIU), Lavale, Pune, Maharashtra, India ' Sri Balaji University, SBUP Campus, Survey No. 55/2-7, Tathawade, Off Mumbai - Bangalore Bypass, Pune – 411033, Pune, India ' Symbiosis Institute of Business Management (SIBM Pune), Symbiosis International (Deemed University) (SIU), Lavale, Pune, Maharashtra, India

Abstract: Contemporary studies done by both the researchers as well as the industry practitioners working in the marketing domain, have widely explored the concept of relationship value and its dimensions. Despite its expanding body of literature, limited study about the applicability of these dimensions amongst the relationship between the lower tier supply chain partners can be found in the marketing literature. This study seeks to validate the established relationship value dimensions amongst the relationship of, previously unmapped, upstream supply chain partners. The study is comprehensive in nature when compared with prior studies as it integrates the maximum number of value drivers (6 nos) and indicators (15 nos). The focal point of the study is the coalition of tier-1 and the tier-2 supply chain partners in Indian auto-component industry. This paper offers twin insights; from a literary standpoint, it paves the way for further quantitative research in investigating the influence of these dimensions on relationship value at the level of upstream supply chain partners. From the application perspective, the inferences urges that the auto-component supply chain partners to emphasise their efforts on these studied dimensions which will aid in establishing strong competitive advantage over their counterparts.

Keywords: auto-component supply chain; buyer-seller relationships; relationship value; value in a relationship.

DOI: 10.1504/IJBG.2024.142233

International Journal of Business and Globalisation, 2024 Vol.38 No.2, pp.285 - 314

Received: 14 Jun 2020
Accepted: 18 May 2021
Published online: 15 Oct 2024 *

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