Buyer supplier perspectives on supply chain relationships (original) (raw)
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Management
Firms are collaborating more in supply chain network and identified the importance of business relationships. This idea was embraced by academic and empirical research in operations management since last decade. Therefore, the purpose of this study is to develop a comprehensive integrated conceptual and empirical framework which elaborates the role of transactional and relational factors to highlight buyer-supplier relationship performance. While, limited studies explored these factors separately neither provide the dynamic interactive role of transactional and relational factors in an integrated framework. Through multiple case studies, findings reveal that impact of relational factors of trust and communication has constructive influence in reducing the transaction cost and improving relationship performance. This study contributes to debate on managing complex business network relationships by providing a combined theoretical setting (transaction cost economics and social exchang...
International Journal of Physical Distribution & Logistics Management, 2006
PurposeTo analyze the impact of supplier selection and buyer‐supplier engagement on the performance benefits attributable to buyer‐supplier relationships, and the effect of these benefits on broader measures of buyer performance.Design/methodology/approachAnalysis is conducted using a structural equation model using survey data.FindingsResults demonstrate the positive influence of engagement and supplier selection on relationship performance. They also demonstrate that the success of the relationship directly and positively affects buyer performance.Research limitations/implicationsAdditional analysis is required to examine whether the results hold for specific industry or purchase scenarios, and to identify other dimensions of the constructs of interest.Practical implicationsBuyers should pay attention to selecting the right suppliers and developing the infrastructure that will enable successful buyer‐supplier relationships.Originality/valueThe paper provides empirical evidence of ...
The Strategic Value of Buyer-Supplier Relationships
International Journal of Purchasing and Materials Management, 1998
supplier relations and how trust at two levels relates to supplier performance are discussed. Data for the statistical analysis was gathered from a survey of 99 purchasing managers and their lead suppliers.
Buyer–supplier collaborative relationships: Beyond the normative accounts
Journal of Purchasing and Supply Management, 2006
This paper presents a critique of the normative, buyer-supplier literature and in addition suggests that the more empirically-based literature needs to expand its scope of attention beyond its traditional confines of attention. Four main deficiencies are identified within much of the existing buyer-supplier literature. Firstly, collaborative buyer-supplier theories fail to discriminate sufficiently between individual and firmlevel buyer-supplier decision-making. Secondly, the stage models of relationship development are challenged. Thirdly, the interdependencies between buyer-supplier relations and other, competing organizational priorities are highlighted. Fourthly, we question the monolithic constructs of organizational 'commitment' and 'trust' underpinning much existing relationship-marketing literature.
Buyer-supplier relationships: alternative research approaches
Buyer-supplier relationships have received considerable attention in both the purchasing and the marketing literature. This paper assesses the literature by describing a number of key articles and the research approach taken in the articles. The research approaches taken in the marketing literature, the purchasing literature and by the International Marketing and Purchasing Group (IMP Group) are compared, and advantages and disadvantages of these approaches are described. Gaps in the research are identified leading to suggestions for future research. Closer cooperation between researchers in the purchasing and the marketing field is suggested to capitalize on the relative strengths of each discipline. © 1997 Elsevier Science Ltd
2004
This thesis investigates the role of purchasing managers (and departments) in supplier relationships( SRs) and assesses the impact of their role on SRs' performance. Driven by the importance of outsourcing in organisations, there is an intense interest in academia in the study of SRs and an increased awareness that purchasing has an important role to play in their management. In the literature however there appears to be an incoherent view of the actual role of purchasing in SRs, which is limited to anecdotal accounts that take the vague assumption that purchasing managers and departments, by virtue of their position in organisations, manage the SRs. The aim of this thesis is to push theory forward by exploring this role in a systematic way and to investigate whether and how it varies across SRs that involve the exchange of products/services with certain structural characteristics.I n that way it generates insights about how the purchasing function can be leveraged to better man...