Abstract

This paper studies dimensionality and antecedents of long-term orientation in firm-supplier relationships. Drawing from a sample of 106 firm-supplier relationships in the field of logistics, long-term orientation is found to be a bi-dimensional construct. This study identifies one dimension linked to the desire to maintain a relationship that is expected profitable and another associated with concessions/sacrifices. The results obtained also show how two of the main antecedents of long-term orientation – trust and dependence – influence in different ways the two identified dimensions.

Key words: Long-term orientation, dimensionality, trust, dependence, firm-supplier relationships.