The buyer-supplier relationship over time A longitudinal case study on supplier satisfaction development

Supplier satisfaction is crucial for supplier performance in the buyer-supplier relationship. Although buyer-supplier relationships develop over time, little is known how such changes affect supplier satisfaction. This study therefore focuses on the micro-dynamics of supplier satisfaction in a time perspective. By means of a longitudinal multiple case study design, using 54 in-depth interviews in 18 buyer-supplier relationships during a 9 month period, this paper provides insights into the microdynamics of how supplier satisfaction develops over time. In addition, we demonstrate that supplier satisfaction is achieved through different configurations of supplier value and interpretations of different individuals in the supplier firm.