A comparison of shipper and carrier relationship strength

Purpose – Prior research has primarily examined interorganizational relationships from the supplier or customer side or using dyadic pairs. The study aims to offer a comparison of carrier and shipper relationship views using a hybrid research method examining the relationship from both points of view by sampling both populations independently with identical surveys. Design/methodology/approach – Mail surveys were used to collect data from the two samples. Invariance tests were conducted, and the model was analyzed using structural equation modeling (AMOS 5.0). Findings – Invariance tests of the measurement instrument and comparisons of specific results show that, in the context of shippers and carriers, relationships – specifically trust and commitment and the contribution of dependence to relationship strength – are perceived differently. Research limitations/implications – Empirically supporting significant differences in theoretical relationship constructs between the two participants in an interorganizational relationship is important for understanding and advancing knowledge on supply chain relationships. Practical implications – Successful supply chain management can only be achieved when firms successfully develop and manage relationships with other firms in their supply chain; therefore, it is important to recognize and understand any differences in these relationships so that they will be better equipped to manage them. Knowing that the other firm perceives differences in levels of trust and commitment and the contribution of dependence to relationship strength can provide indications of behaviors that are important to a firm in reaching their relationship goals. Originality/value – The paper applies a method to compare supplier and customer relationship views that has not been used in supply chain management literature to uncover and support relationship differences between carriers and shippers.