Effects of Supplier Rapport on Buyer's Stability , Trust, and Transaction Continuance

• Published in: Global business and finance review pp. 14 - 25
• Main Author: 이창준
• Format: Journal Article
• Language: English
• Published: 사람과세계경영학회 31.05.2025
• Subjects: 경영학
• ISSN: 1088-6931; 2384-1648
• DOI: 10.17549/gbfr.2025.30.5.14

Purpose: Building on the perspective of buyer socialization, this study explores the influence mechanism underlying rapport-building in supply chain relationships at the dyadic level, which is embodied by psychological stability, emotional trust, and continuous transaction intention. Design/methodology/approach: The survey used a quantitative design with data collected from buyers in supply chain relationships. Respondents from 230 different industries were surveyed. Data were analyzed using structural equation modeling to test the hypothesized relationships between rapport building, psychological stability, emotional trust, and continuous transaction intention. Findings: All four hypotheses are supported. Feelings of safety and trust are fostered through the development of positive rapport. Psychological stability and emotional trust have a positive and significant impact on continuous transaction intention. These outcomes emphasize that interpersonal factors play a vital role in sustaining supply chain relationships for longer periods. Research limitations/implications: This study discusses practical implications, such as embedding relationship skills in future investment decisions and supplier evaluation processes that include psychological or emotional components, requiring practitioners to consider developing supply chain technologies from a relational perspective. To perform a more comprehensive evaluation, conducting longitudinal research from a dyadic perspective would be of interest. Originality/value: This study sheds light on the relational aspects of supply chain management by focusing on soft factors. These results emphasize the importance of suppliers developing rapport-building strategies to improve buyers' psychological stability and emotional trust, which can lead to long-term business relationships. KCI Citation Count: 0