Buyer Supplier Relationship Research Papers (original) (raw)

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- Engineering, Interaction Design, Product Design, Level Of Detail (LOD)

Establishing, developing and maintaining successful buyer-seller relationships constitutes a critical strategic skill in the international travel trade. After conceptualizing the importance of quality distributor-supplier networks that... more

- by Abdul Aziz
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- Marketing, Tourism Management, Tourism, Buyer Supplier Relationship
- by Jim Halman and +1
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- Architecture, Buyer Supplier Relationship, Case Study, Building

This paper presents an empirical study aimed at investigating the adoption of manufacturing intangible technologies in small manufacturing supplying firms that are located in late developing areas. Manufacturing intangible technologies are more or less formalised practices necessary to make hard technologies work, and to improve manufacturing process management and control. A survey was carried on collecting data from a sample including 291 small manufacturing supplying firms located in Southern Italy. Findings show that managers in a large number of firms have acquired awareness that the adoption of hard tangible technologies alone cannot lead to higher performance, but a change of the manufacturing system organisation or working routines with the adoption of soft technologies is often a necessary condition to preserve or enhance competitiveness. These firms – even coming up against obstacles many times – have been capable to translate their management awareness into practice, by introducing a number of identifiable intangible technologies in the manufacturing environment of their
organisations. Findings also reveal that industry type affects the adoption of intangible manufacturing technologies.

- by Corrado lo Storto
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- Quality Management, Manufacturing, Small Business, Lean Manufacturing

Social exchange theory is used to gain a better understanding of the relationship between a buyer and a supplier that is characterized by lock-in situations. We begin by reviewing the theoretical foundations of social exchange theory. Next, we use an illustrative multinational business example from a Danish Business Group to demonstrate the complexities of the lock-in situation. Conjectures related to lock-in behaviors are initially developed and then examined by means of a game-theoretic model. The analysis provides a basis for the ...

- by Aarav Nair
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- Engineering, Economics, Supply Chain Management, Operations Management
- by Donna Marshall
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- Marketing, Supply Chain Management, Supply Chain, Social Exchange Theory
- by Christer Karlsson
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- Engineering, Computer Science, Interaction Design, Product Design

Supplier involvement in product development has been a widely discussed theme in recent years. Sometimes, one ‘best method’ for involvement, derived from studies of one particular industrial context, has been suggested. In this article, however, various forms for coordinating such involvement are distinguished, based on a study of six different product development projects. Three main approaches are formulated and discussed: project integration coordination, disconnected sub-project coordination, and ad hoc coordination. Based on the empirical study and the literature, the drivers of different types of supplier coordination are discussed. Several managerial implications are suggested related to the need to differentiate interorganizational coordination, not only from project to project but also throughout a project. The importance of taking into account short-term, project-based drivers as well as long-term strategic objectives of supplier coordination is also discussed.

- by Jafar Rezaei
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- Supply Chain Management, Production, Long Term Potentiation, Supplier selection

The social business paradigm encapsulates the significance of sustainability to effectively address social and environmental problems. However, there exist a limited number of research papers conceptualizing management strategies on how social businesses can effectively remain sustainable. In consequence, this paper addresses a gap in the literature and proposes the utilization of supplier relationships as an instrument to cultivate social and environmental sustainability in a social business. Furthermore, the authors of this paper redefine the Kraljic Matrix framework to facilitate its utilization in the social business model and reveal the relationship strategies social businesses can pursue with their suppliers in order to be sustainable. Hence, this research paper fulfils an important need to define strategies to cultivate sustainability in a social business and provides powerful insights encompassing the milieu of supply chain management.

Negli ultimi anni il brand è entrato a pieno titolo tra gli strumenti di marketing dell'impresa operante nei mercati business-to-business. Tuttavia ad oggi poco si sa sulle strategie con le quali l'impresa dovrebbe gestire il brand in tali mercati. Si tratta di decisioni molto complesse che devono tenere conto delle peculiarità del business-to-business, non potendo semplicemente mutuare logiche e strumenti dal branding nei mercati business-to-consumer.Il presente lavoro si propone di fare luce su questo tema cercando di chiarire come l'impresa dovrebbe definire e gestire il proprio mix di strategie di BtoB branding in funzione delle specificità dei mercati (tipi di clienti e di supply chain) in cui opera. L'analisi è arricchita dallo studio in profondità di alcuni casi di imprese con una consolidata esperienza nelle attività di BtoB branding in Italia.

- by Fabio Cassia
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- Marketing, Supply Chain Management, Supplier selection, Branding

Selecting the right supplier has been the greatest challenge in supply chain management (SCM) in many industries. Large spool of suppliers in industry and diversity of purchasing scope causes a wide variety of supplier selection criteria. The right strategy in fixing the criteria for supplier selection is crucial, to ensure smooth supply chain operation. It is believed that in SCM, a good relationship with suppliers will further benefit the operations of both buyers and suppliers. This research attempts to investigate the supplier selection criteria that leads to buyer-supplier long term relationship, especially for the semiconductor industry in Penang, Malaysia. In this study, the focus is to identify the critical supplier selection criteria such as supplier quality, performance delivery, supply service, cost and estimate their influence towards buyer's satisfaction which later on, narrate a path for a buyer-supplier long term relationship. Two hundred eighty-eight respondents with a minimum one year of working experience in handling suppliers in the semiconductor industry in Penang, Malaysia, participated in this research. Smart PLS was used to conduct hypotheses testing while confirming the validity and reliability of the data collected from the survey. The finding of this research shows that supplier quality, performance delivery, and supply service criteria are significant for the buyer-supplier long term relationship. The outcome of this research will help semiconductor companies to have a set of best criteria for supplier selection. Later, it could help them establish long term relationship with the supplier to benefit their supply chain operations, and at the same time ensuring the growth, survival and sustainability of their supplier business.

- by Yogeswaran Vijayakumar and +1
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- Malaysia, Supplier selection, Buyer Supplier Relationship, Semiconductor Industry
- by Carlos Brito
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- Buyer Supplier Relationship, Value Creation
- by Lisa Ellram and +2
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- Institutional Theory, Transaction Cost Economics, Multidisciplinary, Buyer Supplier Relationship

This paper proposes to unravel what digital technologies have to offer using proven academic models, in order to make a distinction between what may be considered as evolution or disruption in Procurement. The evolution in value creation through process digitization is first of all quantified according to purchasing maturity, and two disruptions are then analyzed: the ongoing platformization of purchases and the upcoming use of Big Data and Artificial Intelligence. At each stage, the operational consequences for the change management to be effected by CPOs are analyzed and discussed. Four tracks for future research in that direction are proposed.

- by jean potage
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- Artificial Intelligence, Effectiveness, E-Procurement, Platform Studies

The internet of things (IoT) is transforming the way consumers shop at stores, how shoppers collect information, and how they take purchasing decisions. The way manufacturers and retailers respond to the digital enabled shopper is key to ensure positive implications for revenues and profits, ensuring that the collaborative relationship focus on providing shoppers with a better customer experience. Category management is at the center of the manufacturer-retailer relationship, urging for a transformational turmoil that enables a prompt response to the digital enabled shopper. This chapter discusses the implications of the new digital empowered shopper for the traditional category management demand-side aspects underlying the need to enhance business results by focusing on higher collaboration and automation.

- by Valentina Chkoniya
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- Marketing, Supply Chain Management, Retail Marketing, Retail
- by Chad Autry
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- Engineering, Operations Management, Supply Chain, Construction Industry
- by Zhaohui Wu
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- Management, Engineering, Supply Chain Management, Manufacturing
- by Donna Marshall
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- Marketing, Communication, Organizational Communication, Services
- by Martin C Schleper and +1
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- Supply Chain Management, Risk Management, Supply Chain Risk Management, Buyer Supplier Relationship

The opportunities virtual reality provides for B2B marketing are increasingly recognized by the trade press in discussions of interesting examples from early adopters like GE, Siemens and Airbus. However, while there is growing recognition of its promise and potential, the specific impact of virtual reality on B2B marketing remains an unexplored research area. This paper provides an early theoretical consideration of the topic by developing a framework and offering propositions that describe the impact of virtual reality on B2B buyer perceptions of value-in-use during the post-purchase stage of the buyer's purchase journey. The paper also considers the moderating impact of several aspects of buyer-supplier relationships, including knowledge complexity, social complexity and task complexity, on virtual reality's contribution to value-in-use perceptions. The discussion provides B2B marketing scholars with several directions for future research and makes several recommendations for B2B marketers interested in leveraging the opportunities presented by virtual reality.

- by Bernadett Koles
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- Virtual Reality, Buyer Supplier Relationship, B2B Marketing, Asset Management
- by Keith Hartley
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- Marketing, Public Procurement, Buyer Supplier Relationship, Business and Management
- by Carlos Brito
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- Buyer Supplier Relationship, Value Creation

Summary This article presents the findings of an exploratory study into the role of culture in the deployment of purchasing portfolio strategies. Based on a questionnaire that was previously used in The Netherlands, a survey has been conducted among French purchasing professionals. A comparative analysis was performed on portfolio use, levels of buyer's and supplier's dependence and trust and commitment

The eSourcing Capability Model for Client Organizations (eSCM-CL) is the best practices model that enables client organizations to appraise and improve their capability to foster the development of more effective relationships and to... more

Certains fournisseurs sont devenus des ressources essentielles à
l'entreprise. Leur contribution aux objectifs stratégiques ne peut se mesurer
uniquement selon le triptyque coût-qualité-service. C’est particulièrement le cas
dans les interactions complexes, quand le fournisseur est apporteur d’expertise,
en mode projet. Cet article utilise l'expérience des actifs immatériels pour
proposer une approche de mesure de la performance de la relation avec les
fournisseurs clés plus adaptée que les approches classiques de pilotage de leur
potentiel de création de valeur.

- by Michel H Philippart
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- Collaboration, Buyer Supplier Relationship, Extended Enterprise

Purpose – The customer portfolio and relationship management have been of contemporary interest to the academics and practitioners. This paper aims to systematically analyze the review and critique of this important area and broadly to discuss the customer portfolio theories and their implications in reference to marketing and purchasing perspectives. Design/methodology/approach – The major conceptual contributions in the area of customer portfolio and relationship management have been categorically analyzed in the paper. The paper provides an insight of how marketers interpret and describe companies’ actions and the discussion provides a framework for relationship management, the central tenet of which is to enable managers to invest their resources in the most efﬁcient and effective way. Findings – The review of literature shows that the customer portfolio analysis can provide strategic input to the ﬁrm towards developing a successful planning process. The conceptual discussion in the paper on relationship management may lead the strategies in managing the corporate social capital. The alternative models have beendeveloped in thepaper inreference tothe market environment andvalues concepts discussingthe triadicrelationship among the organization, supplier and customer that reﬂects on the contemporary managerial perspectives. Originality/value – The managerial implications of the discussion presented in the paper would be helpful to plan and create strategies to optimize returns on customer relationship over time. This paper would be of interest to the scholars as well as practitioners engaged in strategic planning of a ﬁrm.

Power and interdependence are generally considered to be important concepts for understanding buyer–supplier
relationships. Yet, empiricalresearch on power and interdependence in buyer–supplier relationships is still limited. Power and interdependence issues also play an important role in Kraljic’s portfolio approach, which is increasingly used by purchasing practitioners for managing different supplier relations and developing appropriate purchasing strategies. In this paper, the concepts of power and interdependence have been quantified for each quadrant of the Kraljic portfolio matrix, using data from a comprehensive survey among Dutch purchasing professionals. Several hypotheses have been tested and the findings largely confirm the theoretical expectations. The observed supplier dominance in the strategic quadrant of the Kraljic matrix is a notable finding, which indicates that even satisfactory partnerships are dominated by the supplier. Therefore, the presumed power symmetry of buyer–supplier relationships in the strategic quadrant seems no longer valid

In past years, the multi-attribute decision-making (MADM) approaches have been extensively applied by researchers to the supplier evaluation and selection problem. Many of these studies were performed in an uncertain environment described by fuzzy sets. This study provides a review of applications of MADM approaches for evaluation and selection of suppliers in a fuzzy environment. To this aim, a total of 339 publications were examined, including papers in peer-reviewed journals and reputable conferences and also some book chapters over the period of 2001 to 2016. These publications were extracted from many online databases and classified in some categories and subcategories according to the MADM approaches, and then they were analysed based on the frequency of approaches, number of citations, year of publication, country of origin and publishing journals. The results of this study show that the AHP and TOPSIS methods are the most popular approaches. Moreover, China and Taiwan are the top countries in terms of number of publications and number of citations, respectively. The top three journals with highest number of publications were: Expert Systems with Applications, International Journal of Production Research and The International Journal of Advanced Manufacturing Technology.

- by Jurgita Antuchevičienė and +1
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- Supply Chain Management, Decision Making, Decision Making Analysis and Modeling, Judgment and decision making

La evaluación y selección de proveedores es una actividad constante en las industrias de todos los sectores y este es
un proceso que ha evolucionado ampliamente en relación a las técnicas y los atributos que se integran. Sin embargo, no definir los atributos que se deben de evaluar es un problema complejo, por lo que en este artículo se reporta una revisión de literatura de los años 2009 a 2011 en relación a ello. Se ha encontrado que la calidad es uno de los atributos mas evaluados, al igual que el costo y el tiempo de entrega.

- by Jorge Luis Garcia
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- Supplier selection, Buyer Supplier Relationship, Attributes

We perceive growing expectations concerning the impact of the purchasing function and the suppliers on overall value creation of a firm. Purchasing is the gateway between the external suppliers and the internal functions creating and delivering value for customers. This shift has incredibly enhanced the importance of the supplier base. While the old arm length collaboration is perfectly suitable for some suppliers others should be treated as close partners. However, an overall framework of Supplier Relationship Management (SRM) integrating such different types of suppliers along the course of the relationship remains desirable. Our research aims to contribute by developing a framework for Supplier Relationship Management. For this purpose we are adapting and applying insights from Customer Relationship Management (CRM) as well as existing findings in supplier management literature. Finally, managerial implications and future research avenues are discussed.

Asia Floor Wage Alliance (AFWA) held the People Tribunal (PT) for four days, on 21-25 June 2014 in Jakarta. The PT prosecutes cases experienced by workers and unions at Adidas, H & M, Walmart, Nike, and GAP manufacturers. Cases prosecuted were unemployment, corporate dismissal models, illegal employment contracts and gender discrimination, wage inequalities, dismissal of work status changes.

- by Canggih Prabowo
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- Labor law, Buyer Supplier Relationship
- by Marjolein Caniëls
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- Buyer Supplier Relationship

In recent years, companies have paid growing attention to supply chain management at a global level. With regard to the upstream part of the supply chain, the need for better suppliers, the research into specific competences and concerns related to international competition have forced companies to improve their ability to cope with suppliers located in different countries around the world. The literature suggests that the geographical distance of suppliers should create higher inventory levels primarily because of longer and more uncertain lead times. However, as this paper aims to demonstrate, companies can limit this effect by means of specific investments in the supply chain and in their relationships with suppliers. The empirical analysis is based on data from the last edition of the International Manufacturing Strategy Survey (IMSS). The results show that companies performing global sourcing have invested in supply chain management (SCM) and that this has been helpful in keeping their inventories under control.

- by Ruggero Golini and +1
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- Supply Chain Management, Globalization, Manufacturing, Global Sourcing
- by Bill Hefley
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- Information Technology, IS Governance (Business), Governance, Best Practices
- by Cam Caldwell
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- Business, Marketing, Business Ethics, Applied Ethics
- by Marjolein Caniels
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- Business, Management, Marketing, Portfolio Management
- by Chief Editor
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- Business, Buyer Supplier Relationship, Supplier Partnership