Tadayuki Miyamoto | Kindai University (original) (raw)
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Papers by Tadayuki Miyamoto
Journal of Business Research, 2004
Interorganizational trust has attracted significant research attention as the determinant of the ... more Interorganizational trust has attracted significant research attention as the determinant of the development of a cooperative long-term manufacturer-supplier relationship (CLMSR). It has been realized as a mechanism of organizational control in interfirm relationships. However, little is known about the critical business-marketing problem of how to build customer trust. This study proposes a CLMSR marketing model and tests it with data collected from 118 Japanese manufacturers from six manufacturing sectors. The model investigates roles of two CLMSR marketing variables (i.e., perceived supplier relationship-specific investments (RSIs) and perceived supplier relationship-specific interaction competence (RSIC)) in building three facets of customer trust (i.e., contractual, competence, and goodwill) via two mediating variables (i.e., customer relationship satisfaction and perceived supplier relationship commitment). While supporting distinctive psychological properties of the three trust components, our findings supported the critical role of the two CLMSR marketing variables and provided a new insight into supplier RSIs for the development of a CLMSR.
This study investigates three types of supplier relationship-building b ehaviours (responding, al... more This study investigates three types of supplier relationship-building b ehaviours (responding, alerting, and initiating behaviours) in a structural equation model data collected from 118 Japanese sample firms. It found unique procurement contextspecificities of each behaviour. Building on the findings, we present some operational guidelines for marketing managers on the when's of each relationship-building behaviour for suppliers' pursuit of a successful CBSR.
This study investigates a system of cooperative buyer-supplier relationships (CBSRs) from a Japan... more This study investigates a system of cooperative buyer-supplier relationships (CBSRs) from a Japanese manufacturers' perspective. It proposes a theoretical framework on an antecedent and the roles of three attributes of customer trust (contractual, competence and goodwill trust). The model is tested in a structural equation modelling framework, using paired difference scores (differences in ratings between two competing suppliers given by sample firms) obtained from 117 Japanese manufacturers. Our findings strongly support supplier relationship-specific interaction competence as an antecedent of the three trust attributes and underscore a unique role of each of the trust attributes in a development of a CBSR.
Journal of Business Research, 2004
Interorganizational trust has attracted significant research attention as the determinant of the ... more Interorganizational trust has attracted significant research attention as the determinant of the development of a cooperative long-term manufacturer-supplier relationship (CLMSR). It has been realized as a mechanism of organizational control in interfirm relationships. However, little is known about the critical business-marketing problem of how to build customer trust. This study proposes a CLMSR marketing model and tests it with data collected from 118 Japanese manufacturers from six manufacturing sectors. The model investigates roles of two CLMSR marketing variables (i.e., perceived supplier relationship-specific investments (RSIs) and perceived supplier relationship-specific interaction competence (RSIC)) in building three facets of customer trust (i.e., contractual, competence, and goodwill) via two mediating variables (i.e., customer relationship satisfaction and perceived supplier relationship commitment). While supporting distinctive psychological properties of the three trust components, our findings supported the critical role of the two CLMSR marketing variables and provided a new insight into supplier RSIs for the development of a CLMSR.
This study investigates three types of supplier relationship-building b ehaviours (responding, al... more This study investigates three types of supplier relationship-building b ehaviours (responding, alerting, and initiating behaviours) in a structural equation model data collected from 118 Japanese sample firms. It found unique procurement contextspecificities of each behaviour. Building on the findings, we present some operational guidelines for marketing managers on the when's of each relationship-building behaviour for suppliers' pursuit of a successful CBSR.
This study investigates a system of cooperative buyer-supplier relationships (CBSRs) from a Japan... more This study investigates a system of cooperative buyer-supplier relationships (CBSRs) from a Japanese manufacturers' perspective. It proposes a theoretical framework on an antecedent and the roles of three attributes of customer trust (contractual, competence and goodwill trust). The model is tested in a structural equation modelling framework, using paired difference scores (differences in ratings between two competing suppliers given by sample firms) obtained from 117 Japanese manufacturers. Our findings strongly support supplier relationship-specific interaction competence as an antecedent of the three trust attributes and underscore a unique role of each of the trust attributes in a development of a CBSR.