Tedarikçi-Bayi İlişkisinin Bayi Performansına Etkisi: Türkiye'de İnşaat Malzemeleri Sektöründe Lider Firma Örneği

Abstract

İşletmelerde maliyet liderliği ve müşteri değeri yaratmanın bir yolu, tedarik zincirinin etkin yönetimidir. İş süreçlerinde tüm ortaklar için sürdürülebilir rekabet avantajı yaratan tedarik zinciri yönetimi, iş ortamında uzun vadeli hedefler ve işbirliği için her bir üye için vazgeçilmez bir faaliyettir. Bu üyelerden biri ve önemli bir endüstriyel aracı olarak bayiler, tedarikçi performansı üzerinde önemli bir etkiye sahiptir. Alıcı-tedarikçi ilişkileri kapsamında, tedarikçi-bayi ilişkilerinin özellik ve niteliklerinin performans üzerindeki olumlu etkileri yapılan çalışmalarla ortaya konulmuştur. Bu çalışmanın amacı, firma ile bayi arasındaki ilişkinin bayi performansı üzerinde nasıl ve ne ölçüde etkili olduğunu ortaya koymaktır. Bu çalışmada, Türkiye'de inşaat sektöründe faaliyet gösteren yabancı sermayeli bir şirketin ilişki boyutlarının hem bayi hem de tedarikçi performansı üzerindeki etkisi güç, sadakat, güven ve yasal anlaşmalar boyutları üzerinden incelenmiştir. Bayi performansı pazar payı, karlılık, satış artışı ve müşteri memnuniyeti ile ölçülürken, tedarikçi performansı iş süreçlerindeki başarı, kalite ve memnuniyet ve yalın üretim göstergeleri ile Türkiye’nin önemli sanayi şehirlerinde faaliyet gösteren farklı büyüklükteki 106 bayiden anket ile toplanan birincil veriler aracılığıyla ölçülmüştür.

Keywords

• Supplier-Dealer Relationships
• Supplier Power
• Commitment
• Legal Agreements

The Effect of Supplier-Dealer Relationship on Dealer Performance: The Example of a Leading Firm in the Construction Materials Industry in Turkey

Abstract

One way to create cost leadership and customer value in businesses is with the effective management of the supply chain. Supply chain management, which creates sustainable competitive advantage for all partners in business processes, is an essential activity for each member for long-term goals and cooperation in the business environment. As one of these members and an important industrial agent, dealers have a significant impact on supplier performance. Studies have revealed the positive effect of supplier-dealer relations in buyer-supplier relationships. The aim of this study is to reveal how and to what extent the relationship between the company and the dealer is effective on dealer performance. In this study, the effect of relationship dimensions of a foreign-owned company operating in the construction sector in Turkey on both dealer and supplier performance was examined through the dimensions of power, loyalty, trust and legal agreements. Dealer performance is measured with market share, profitability, sales growth and customer satisfaction dimensions and supplier performance with success of business processes, lean manufacturing, quality and satisfaction through primary data collected with the questionnaires from 106 different size dealers operating in major industrial cities in Turkey.

Keywords

• Supplier-Dealer Relationships
• Supplier Power
• Commitment
• Legal Agreements

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