When challenges hinder: An investigation of buyer-imposed stressors on supplier flexibility

Article


Yu, C., Ang, D., Najafi-Tavani, Z. and Zantidou, E. 2023. When challenges hinder: An investigation of buyer-imposed stressors on supplier flexibility. Industrial Marketing Management. 113, pp. 88-99. https://doi.org/10.1016/j.indmarman.2023.06.001
TypeArticle
TitleWhen challenges hinder: An investigation of buyer-imposed stressors on supplier flexibility
AuthorsYu, C., Ang, D., Najafi-Tavani, Z. and Zantidou, E.
Abstract

Working with buyers may drive business growth but can also induce supplier stress. Drawing on Job Demands–Resources (JD-R) theory, this study explored how buyer-imposed work stressors affect supplier flexibility. Employing a scenario-based experiment involving 338 managers, we found that the imposition of challenge stressors increases supplier flexibility when hindrance stressors are low. Conversely, when hindrance stressors are high, imposing challenge stressors reduces supplier flexibility. We also found that supplier bricolage negatively moderates the relationship between buyer-imposed challenge stressors and supplier flexibility. Specifically, we confirmed that suppliers with higher bricolage are less willing to provide flexibility in response to challenge stressors. For practitioners, our study not only identified the type of work stressors they should impose on suppliers to boost flexibility but also highlighted bricolage as an important moderating factor.

KeywordsJob demands-resources theory; Challenge stressors; Hindrance stressors; Supplier flexibility; Bricolage
Sustainable Development Goals8 Decent work and economic growth
Middlesex University ThemeCreativity, Culture & Enterprise
LanguageEnglish
PublisherElsevier
JournalIndustrial Marketing Management
ISSN0019-8501
Electronic1873-2062
Publication dates
Online10 Jun 2023
PrintAug 2023
Publication process dates
Deposited12 Jun 2023
Submitted31 Jul 2022
Accepted01 Jun 2023
Output statusPublished
Publisher's version
License
Copyright Statement

Copyright © 2023 The Authors. Published by Elsevier Inc. This is an open access article under the CC BY license (http://creativecommons.org/licenses/by/4.0/)

Digital Object Identifier (DOI)https://doi.org/10.1016/j.indmarman.2023.06.001
Web of Science identifierWOS:001023806400001
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