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

Wenting Zou; Saara Brax; Mervi Vuori; Risto Rajala

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

Wenting Zou, Saara Brax, Mervi Vuori, Risto Rajala

Department of Industrial Engineering and Management

Research output: Contribution to conference › Paper › Scientific

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 language	English
Pages	1-10
Publication status	Published - Jun 2016
Event	International Annual European Operations Management Association Conference - Trondheim, Norway Duration: 17 Jun 2016 → 22 Jun 2016 Conference number: 23

Conference

Conference	International Annual European Operations Management Association Conference
Abbreviated title	EurOMA
Country/Territory	Norway
City	Trondheim
Period	17/06/2016 → 22/06/2016

Keywords

contract dimensions
service complexity
perceived supplier performance

Cite this

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

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{\textquoteright}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.",

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AU - Zou, Wenting

AU - Brax, Saara

AU - Vuori, Mervi

AU - Rajala, Risto

N1 - Conference code: 23

PY - 2016/6

Y1 - 2016/6

N2 - 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.

AB - 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.

KW - contract dimensions

KW - service complexity

KW - perceived supplier performance

M3 - Paper

SP - 1

EP - 10

T2 - International Annual European Operations Management Association Conference

Y2 - 17 June 2016 through 22 June 2016

ER -

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

Abstract

Conference

Keywords

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Cite this