Purpose

This study aims to empirically test the effects of key characteristics of performance-based contracting (PBC) (i.e. reward/payment scheme, increased supplier autonomy and transfer of responsibilities) on supplier goal commitment.

Design/methodology/approach

This study developed a conceptual model applying goal-setting theory (GST), expectancy theory (ET) and job characteristics theory (JCT). Survey data were collected and analyzed using structural equation modeling (SEM) to establish a validated measurement instrument for testing the hypotheses.

Findings

The findings revealed that PBC positively affects supplier goal commitment due to its unique characteristics, which translates into improved supplier performance. Furthermore, this study validated the mediating role of goal alignment and felt accountability operating between PBC characteristics and supplier goal commitment.

Research limitations/implications

This study explored the buyer–supplier relationship from the supplier's standpoint. Using a more inclusive data set, future research may involve a dyadic analysis and focus on the effects of the following factors on the supplier goal commitment: relational aspects (e.g. trust and collaboration), the risk transfer from the buyer to the supplier, different incentive schemes and successful PBC implementation factors.

Practical implications

This study presents new, validated insights for contract selection, design and management. It underlines the importance of choosing the proper contract, having the appropriate contract design based on the desired outcomes and effective contract management by exhibiting the psychological/behavioral effect of fundamental PBC characteristics.

Originality/value

PBC represents an active research stream, but its psychological/behavioral implications are understudied. Therefore, this research puts forth a conceptual framework with multiple testable hypotheses illustrating the relationship between PBC and supplier goal commitment.

中文翻译：

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基于绩效的合同中的供应商目标承诺：目标设定理论的视角

目的

本研究旨在实证检验基于绩效的合同（PBC）的关键特征（即奖励/支付计划、增加供应商自主权和责任转移）对供应商目标承诺的影响。

设计/方法论/途径

本研究应用目标设定理论（GST）、期望理论（ET）和工作特征理论（JCT）开发了一个概念模型。使用结构方程模型 (SEM) 收集和分析调查数据，以建立经过验证的测量工具来检验假设。

发现

调查结果显示，PBC 由于其独特的特点，对供应商的目标承诺产生积极影响，从而转化为供应商绩效的提高。此外，本研究验证了目标一致性和责任感在 PBC 特征和供应商目标承诺之间的中介作用。

研究局限性/影响

本研究从供应商的角度探讨了买方与供应商的关系。使用更具包容性的数据集，未来的研究可能涉及二元分析，并重点关注以下因素对供应商目标承诺的影响：关系方面（例如信任和协作）、从买方到供应商的风险转移、不同的激励计划和 PBC 成功实施因素。

实际影响

这项研究为合同选择、设计和管理提供了新的、经过验证的见解。它强调了选择合适的合同、根据预期结果进行适当的合同设计以及通过展示 PBC 基本特征的心理/行为影响进行有效的合同管理的重要性。

原创性/价值

PBC 代表了一个活跃的研究流，但其心理/行为影响尚未得到充分研究。因此，本研究提出了一个概念框架，其中包含多个可检验的假设，说明 PBC 与供应商目标承诺之间的关系。