Satisfaction of professionals of participating companies with the performance of supplier development programs

Macedo, Carlos Jorge Taborda; Mainardes, Emerson Wagner; Durans, Amilson de Araújo

doi:10.1590/1806-9649-2020v28e5241

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Sumário

ORIGINAL ARTICLE • Gest. Prod. 28 (2) • 2021 • https://doi.org/10.1590/1806-9649-2020v28e5241 copy

Satisfaction of professionals of participating companies with the performance of supplier development programs

A satisfação dos profissionais das empresas participantes com a atuação de programas de desenvolvimento de fornecedores

Authorship SCIMAGO INSTITUTIONS RANKINGS

Abstract:

With the aim of demonstrating the elements that lead to the satisfaction of the professionals of participating companies with the performance of the Supplier Development Programs - SDPs, something that can improve the performance of this type of program, this research aimed to identify if the trust, in its affective, behavioral and cognitive components, influences the commitment and the perception of less risks, leading, consequently, to the satisfaction of the professionals of participating companies with the performance of the SDPs to which they are linked. Based on studies involving all the analyzed constructs, relationships between them were suggested and a structural model was proposed associating them. A quantitative, descriptive and cross-sectional study was carried out involving professionals from buyers and suppliers that participate in SDPs from all over Brazil, obtaining a sample, characterized as non-probabilistic and by accessibility, of 609 respondents from the application of a self-administered electronic questionnaire. For the analysis of the data, the modeling of structural equations was used, which indicated a positive relation for almost all the hypotheses, with only one being rejected. The findings suggest that reinforcing trust, mainly behavioral and cognitive, can increase the commitment of companies to the actions developed by the SDPs to which they are linked, as well as generate the perception that there are fewer risks when transacting with companies also linked to these programs, resulting in the satisfaction of buyers and suppliers. This may result in better program efficiency and effectiveness, and this is a contribution of this study, by identifying what leads participants to SDPs to be satisfied.

Keywords:
Supplier Development Programs; Satisfaction; Commitment; Perception of risk; Trust

Characteristic	Detailing	Quantity	Percentage
Company	Buyer	171	28.2%
	Supplier	435	71.8%
	Total	606	100.0%
Region	North	32	5.3%
	Northeast	337	55.6%
	South	37	6.1%
	Southeast	127	21.0%
	Midwest	73	12.0%
	Total	606	100.0%

Characteristic	Definition	Quantity	Percentage %
Gender	Female	306	50.5
	Male	300	49.5
	Total	606	100.0
Age	Younger than 25 years of age	35	5.8
	From 26 to 35 years of age	216	35.6
	From 36 to 45 years of age	200	33.0
	From 46 to 55 years of age	120	19.8
	Older than 55 years of age	35	5.8
	Total	606	100.0
Schooling	Elementary School	8	1.3
	High School / Technical	69	11.4
	Higher Education	292	48.1
	Specialization / MBA	204	33.7
	Master / Doctorate degree	27	4.5
	Other	6	1.0
	Total	606	100.0
Position or	Technician	95	15.7
Role	Analyst	273	45.0
	Supervisor	72	11.9
	Manager / Coordinator	59	9.7
	General Manager / General Coordinator	28	4.6
	Director / Owner	40	6.6
	Other	39	6.5
	Total	606	100.0
Income	Up to 1 Minimum Wage – MW (937 BRL)	17	2.8
	Above 1 MW (> 937 BRL) till 5 MW (4.685 BRL)	328	54.1
	Above 5 MW (> 4.685 BRL) till 10 MW (9.370 BRL)	181	29.9
	Above 10 MW (> 9.370 BRL) till 15 MW (14.055 BRL)	42	6.9
	Above 15 MW (> 14.055 BRL) till 20 MW (18.740 BRL)	20	3.3
	Above 20 MW (>18.740 BRL)	18	3.0
	Total	606	100.0

Construct		Variables	Factor Loadings
Affective Trust (AT)			AT
	AT1	I feel that the Program is interested in finding good business partners for my company.	0.89
	AT2	I feel that the Program pays attention to the needs of my company.	0.89
	AT3	I feel that if my business has a problem with a business partner, the Program will always be ready to guide us.	0.87
	AT4	I feel that the Program, despite having its own line of action, takes into account what is best for my company as well.	0.89
Behavioral Trust (BT)			BT
	BT1	I share information openly with the Program because it will not use this information inappropriately.	0.92
	BT2	I do not question the statements of the Program about its performance and competence.	0.94
	BT3	I do not monitor possible changes, such as economic changes or legislation, because I know that the Program will not take advantage of these changes.	0.91
Cognitive Trust (CT)			CT
	CT1	Given the history of relationship with the Program, I have good reason to believe the information provided by it.	0.86
	CT2	Given the history of relationship with the Program, I have no reason to doubt its competence.	0.88
	CT3	Given the history of relationship with the Program, I have no reason to doubt its efficiency.	0.89
	CT4	The Program constantly cares to keep its actions being executed properly.	0.88
Perception of Less Risk (PLR)			PLR
	PLR1	In general there are not many risks in maintaining a commercial relationship with companies linked to the Program.	0.88
	PLR2	Taking everything into account, maintaining a business relationship with companies linked to the Program prevents my company from being deceived.	0.92
	PLR3	Considering all aspects, the commercial relationship with companies linked to the Program will not cause problems for my company.	0.93
	PLR4	) I am sure we will be satisfied buying and/or supplying for companies linked to the Program.	0.85
Commitment (CO)			CO
	CO1	Everyone in my company expects the relationship with the Program to continue for a long time.	0.89
	CO2	Everyone in my company expects the relationship with the Program to be strengthened over time.	0.86
	CO3	Everyone in my company expects to increase purchases and/or sales through the Program in the future.	0.84
	CO4	All of my company have been very committed in the relationship with the Program.	0.90
	CO5	All of my company are committed to the Program.	0.89
	CO6	Our relationship with the Program could be described as a partnership.	0.87
Satisfaction (SAT)			SAT
	SAT1	I am pleased with the company’s decision to join the Program.	0.91
	SAT3	The decision to join the Program was the most sensible.	0.93
	SAT4	I am glad my company has joined the Program.	0.90
	SAT5	I am sure that my company did the right thing by joining the Program.	0.91
	SAT6	I feel good about the company’s decision to join the Program.	0.92

Latent Constructs	AVE	CR	Constructs
Latent Constructs	AVE	CR	AT	BT	CT	CO	PLR	SAT
AT – Affective Trust	0.79	0.94	0.89
BT – Behavioral Trust	0.86	0.95	0.55	0.92
CT – Cognitive Trust	0.77	0.93	0.75	0.61	0.88
CO – Commitment	0.77	0.95	0.62	0.52	0.71	0.88
PLR – Perception of Less Risks	0.80	0.94	0.59	0.70	0.69	0.78	0.90
SAT – Satisfaction	0.83	0.96	0.68	0.53	0.76	0.87	0.76	0.91

Relationship	Original Sample	Sample Mean	Standard Deviation	Standard Error	T Statistics	p-value
AT -> CO	0.17	0.16	0.11	0.11	1.56	0.12
AT -> PLR	0.08	0.07	0.04	0.04	1.89	0.06 ^**
BT -> CO	0.12	0.12	0.04	0.04	2.89	0.00 ^*
BT -> PLR	0.44	0.44	0.04	0.04	9.86	0.00 *
CT -> CO	0.51	0.52	0.10	0.10	5.17	0.00 *
CT -> PLR	0.37	0.37	0.05	0.05	7.29	0.00 *
CO -> SAT	0.72	0.72	0.06	0.06	12.17	0.00 *
PLR -> SAT	0.20	0.20	0.06	0.06	3.39	0.00 *

Constructs	Type of Trust
Constructs	Affective	Behavioral	Cognitive
Commitment	H3a: 0.17	H4a: 0.18 ^*	H5a: 0.51 *
Perception of Less Risks	H3b: 0.08 ^**	H4b: 0.44 *	H5b: 0.37 *

Universidade Federal de São Carlos Departamento de Engenharia de Produção , Caixa Postal 676 , 13.565-905 São Carlos SP Brazil, Tel.: +55 16 3351 8471 - São Carlos - SP - Brazil
E-mail: gp@dep.ufscar.br

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[1] Source: Authors’ own elaboration.

H1	The commitment to the actions of the SDPs positively influences the satisfaction of the companies linked to the programs.
H2	The perception that there are fewer risks involved in the commercial relations established with companies associated to the SDPs positively influences the satisfaction of the companies linked to the programs.
H3a	Affective trust positively influences the commitment of buyers and suppliers to SDPs.
H3b	Affective trust positively influences the perception that there are fewer risks involved in business relationships between companies linked to SDPs.
H4a	Behavioral trust positively influences the commitment of buyers and suppliers to SDPs.
H4b	Behavioral trust positively influences the perception that there are fewer risks involved in business relationships between companies linked to SDPs.
H5a	Cognitive trust positively influences the commitment of buyers and suppliers to SDPs.
H5b	Cognitive trust positively influences the perception that there are fewer risks involved in business relationships between companies linked to SDPs.