Relationship quality and trust in automotive supply chains

Résumé

The sustainability of South African automotive component suppliers faces increasing pressure due to global supply chain disruptions and heightened buyer demands. Within this competitive environment, traditional differentiators such as price and product quality are largely prescribed by buyers, leaving suppliers with limited strategic levers. Relationship quality has therefore emerged as a crucial factor in building trust and securing long-term customer retention. The central research question is: What is the correlation between trust and relationship quality in buyer-supplier exchanges within the automotive supply chain? This article reports on a quantitative study that examined the relationship between supplier–buyer relationship quality and the development of trust. A directional linear relationship between these constructs was tested to determine the extent to which relational factors contribute to sustainable partnerships. The findings indicate a strong and significant correlation, suggesting that supplier actions during sourcing interactions can meaningfully influence levels of trust. Trust, in turn, enhances perceived customer value and contributes to customer retention in an industry where competitive advantages are narrow. The study underscores the need for South African automotive component suppliers to prioritise strategies that strengthen relationship quality with their buyers. By fostering trust through relational practices, suppliers may achieve more resilient business outcomes and sustain their market position within a challenging global supply chain environment.

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