Individual Differences in Supplier-Switching Decision-Making

초록

PurposeThis study aims to develop a behavioral model for supplier-switching decision-making to examine the effect of individual differences. The study utilized regulatory focus theory, a commonly used framework in consumer behavior research that has also recently been applied to various studies on organizational decision-making.Methodology/ApproachA scenario-based experiment was conducted to examine the effect of individual differences on firm-level decision-making. An analysis of variance was conducted on 776 samples.FindingsOur analysis revealed that individual differences affect supplier-switching decisions and post-decision evaluation. The intention to switch suppliers was evidently high when a suitable situation that aligns with the individual regulatory focus was provided. The regulatory fit effect (post-evaluation) is only observed when the information source is formal.Originality/Value/ContributionThis study demonstrates the influence that individual characteristics can have on organizations' decision-making processes and explains the reasons behind varying decisions made by different decision-makers, even when faced with identical situations. This enriches the literature on supply chain-related decisions, including supplier-switching decisions.

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