Analysing the interactions of sustainability practices and financial performance on business-to-business buying behaviour in Indian manufacturing industry: a graph-theoretic approach

Purpose This study aims to develop a framework for the action hierarchy of sustainability practices and financial performance and their optimal combination for supplier evaluation and selection in business-to-business (B2B) for the Indian manufacturing industry. Design/methodology/approach Through the extensive literature review followed by comprehensive interviews conducted using the Delphi methodology with professionals, this study attempts to represent the interactions of the sustainability practices and financial performance factors on B2B buying behaviour using a graph-theoretic approach. Findings The contribution of environmental, social, economic and financial performance to B2B buying behaviour is obtained quantitatively in the context of the Indian manufacturing industry. Research limitations/implications This study considers inputs from the Indian manufacturing industry, which may vary significantly based on the type of industry and geographical locations. Practical implications This study provides a direction to prioritize their supplier evaluation and selection criteria for sustainability practices and financial performance with quantifiable rationale. Originality/value The study seeks to encourage manufacturing industries to plan their actions by quantifying the intangibles through a systematic approach.