Contract dimensions, service complexity and perceived supplier performance in purchasing business services

Wenting Zou, Saara Brax, Mervi Vuori, Risto Rajala

Research output: Contribution to conferencePaperScientific

Abstract

This study analyzes the influences of contract design on the buyer-perceived supplier performance in global services. A research model is proposed and tested using survey data consisting of 144 purchasing professionals from 23 countries. The results indicate that three major contract dimensions and follow-up management of contract positively influence perceived supplier performance. Furthermore, service complexity amplifies the importance of incentives designed in the contract and buyer’s follow-up contract management in perceived supplier performance. This paper contributes to the understanding of performance enhancing aspects of designing and monitoring service contracts in B2B contexts.
Original languageEnglish
Pages1-10
Publication statusPublished - Jun 2016
EventInternational Annual European Operations Management Association Conference - Trondheim, Norway
Duration: 17 Jun 201622 Jun 2016
Conference number: 23

Conference

ConferenceInternational Annual European Operations Management Association Conference
Abbreviated titleEurOMA
CountryNorway
CityTrondheim
Period17/06/201622/06/2016

Keywords

  • contract dimensions
  • service complexity
  • perceived supplier performance

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