The effect of supplier development initiative on supplier opportunism: An investigation of fruit and vegetable supply chain in Vietnam.

Abstract

This study investigates a 'dark-side' of supplier-buyer relationships, specifically the links between supplier development initiatives, relational norms and supplier opportunism, utilizing thematic analysis and qualitative comparative analysis. While buyers often employ supplier development initiatives to improve procurement, they can be ineffective and stimulate opporhmistic behaviour by suppliers. Drawing on the case of agri-food supply chains in Vietnam, the paper analyses the relationships between specific supplier development initiatives and forms of opportunism, considering the role of relational norms. vVhile often regarded as reducing the likelihood of opportunism, this sh1dy identifies that relational nonns may include norms of opportunism in supply chain relationships, which sanction a degree of opportunistic behaviour. The study contributes to supply chain management theory and practice by investigating how buyers can address opportunism, so that supplier development initiatives curb supplier oppmiunism rather than trigger it.