Relationship quality and trust in automotive supply chains

Abstract

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.

Keywords: {'name': 'relationship quality, supply chain, trust, automotive'}

Authors & affiliations

Aletta Tolmay
UNISA

Riaan Drikse van Schalkwyk
Affiliation not supplied

Sumei Van Antwerpen
University of South Africa

Deposited references

Supplied references, not a list of publications citing this article.

AIEC. (2025). Automotive Trade Manual – 2025. Pretoria. ISBN: 978-1-0370-5319-1.

DOI: 10.1287/mnsc.2013.1775

DOI: 10.1177/205157071102600101

DOI: 10.19030/jabr.v30i5.8806

Athanasopoulou, P., Giovanis, A.N., and Binioris, S. (2014). The effect of respect and rapport on relationship quality and customer loyalty. In: 7th Annual Conference of the EuroMed Academy of Business.

DOI: 10.21121/eab.2014318024

Balla, B.E., Ibrahim, S.B., and Ali, A.H. (2015). The impact of relationship quality on repurchase intention towards the customers of automotive companies in Sudan. British Journal of Marketing Studies 3(4), 1–15.

Beneke, J, Adams, E, Demetriou, O and Solomons, R. (2011). An exploratory study of the relationship between store image, trust, satisfaction and loyalty in a franchise setting. Southern African Business Review 15(2), 59–74.

DOI: 10.1024/2673-8627/a000066

DOI: 10.1016/j.indmarman.2010.02.006

Çerri, S. (2012). Exploring factor affecting traust and relationship quality in a supply chain context. Journal of Business Studies, 4: 9–90.

DOI: 10.1108/IJOPM-12-2022-0773

Cooper, DR and Schindler, P.S. (2001). Business research methods. 7th edition. New York: McGraw-Hill.

DOI: 10.1080/00207543.2024.2434951

DOI: 10.1177/002224378702400402

DOI: 10.1111/j.1937-5956.2011.01284.x

DOI: 10.1016/j.indmarman.2005.07.003

DOI: 10.1080/14783363.2020.1844564

DOI: 10.25300/MISQ/2014/38.2.04

DOI: 10.4324/9780429271144-2

DOI: 10.2753/PSS0885-3134310402

DOI: 10.1016/S0148-2963(03)00122-X

DOI: 10.1108/00251749410054774

DOI: 10.1016/0024-6301(87)90151-8

DOI: 10.1177/1094670502004003006

DOI: 10.1111/twec.13491

DOI: 10.1016/j.procs.2022.01.316

DOI: 10.3390/su17020798

Kaggwa, M., (2008). Modelling South Africa’s incentives under the Motor Industry Development Programme. PhD thesis, University of Pretoria.

DOI: 10.31387/oscm0560415

Lamprecht, N. Rudansky-Kloppers S and Strydom JW. (2011). South African automotive policy intervention (1924–2008): the case of an intelligently designed automotive support structure. Journal of Contemporary Management, 8:54–75.

DOI: 10.1080/1051712X.2021.1974168

DOI: 10.1016/j.jclepro.2024.143690

DOI: 10.1108/SEJ-10-2024-0161

DOI: 10.1177/002224299405800302

DOI: 10.1080/0267257X.2024.2431099

DOI: 10.4102/jtscm.v5i1.78

DOI: 10.1108/02656711111101773

DOI: 10.1080/13607863.2025.2460068

DOI: 10.1080/1097198X.2025.2568338

Saban, KA and Luchs, R. (2011). The benefits of governing with a trust-centric strategy. Journal of Leadership, Accountability and Ethics, 8(3), 43–55.

DOI: 10.1016/j.pursup.2024.100967

Sun, P.C, Pan, F.T, Wu, P.C, and Kuo, C.C. (2014). An empirical study of B2B relationship value offering type as a moderator. Journal of Business Studies Quarterly 6(1).

DOI: 10.59865/abacj.2024.20

DOI: 10.4102/jtscm.v13i0.414

DOI: 10.1108/03090560610648075

DOI: 10.1509/jmkg.70.1.119.qxd

DOI: 10.2139/ssrn.824504

DOI: 10.1007/s11135-012-9742-z

DOI: 10.51219/JAIMLD/dilip-kumar-vaka/74

DOI: 10.1080/10429247.2014.11432018

DOI: 10.1590/S1807-76922013005000001

DOI: 10.1145/3643662.3643957

Yang, D.J., Wu, J.M., and Wang, K.I. (2010). Relationship quality, relationship value, purchasing intention: an Empirical study in the retail industry in the USA, Japan and Taiwan. Asian Journal of Arts and Sciences, 1(2), 155–166.

DOI: 10.1080/00207543.2024.2389544

DOI: 10.19030/jabr.v29i2.7648

DOI: 10.1186/s43093-025-00590-y

DOI: 10.1108/EBR-01-2024-0014