Work

The Impact of Outcome-Based Control for Retail Buyers on Organizational Performance

Year: 2014

Type: article

Abstract: This study addresses issues arising in the management of retail buyers. We consider the impact on supplier relationship management and organizational performance when retailers manage buyers based on an outcome-based control. To confirm the trends indicated in our proposed research model, this study conducts a survey of merchandising division heads at Japanese retail companies. The results from structural equation modeling analysis reveal that outcome-based control, through the central, mediating role of relationship continuity, encourages cooperation with suppliers, and this cooperation yields greater organizational performance for retailers. The findings raise questions as to the significance of forming a clan-like system when managing results-oriented buyers on an outcome basis.

Source: Australasian Marketing Journal (AMJ)

DOI: 10.1016/j.ausmj.2014.04.002

Authors: Changju Kim, Katsuyoshi Takashima

Institutions: Ritsumeikan University, Kobe University

Language: English

Topic: Quality and Supply Management

Subfield: Management Information Systems

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: green

Funder: Japan Society for the Promotion of Science

Award: Merchandising process innovation and relationship management in retailing