Relevant bibliographies by topics / Buyer-supplier relationship

Academic literature on the topic 'Buyer-supplier relationship'

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Published: 4 June 2021
Last updated: 24 January 2023

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Journal articles on the topic "Buyer-supplier relationship"

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Yilmaz Börekçi, Dilek, Arzu Işeri Say, Hayat Kabasakal, and Yasin Rofcanin. "Quality of relationships with alternative suppliers: The role of supplier resilience and perceived benefits in supply networks." Journal of Management & Organization 20, no. 6 (November 2014): 808–31. http://dx.doi.org/10.1017/jmo.2014.51.

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AbstractSupplier–buyer exchange relationship and quality of that relationship (supplier satisfaction and commitment) have been examined from various angles in the extant literature. Yet, there is a paucity of research investigating the influence of supplier characteristics – especially supplier resilience – on relationship quality. Driven to fill this gap, this study aims to develop theory of the influence of perceived benefits from supplier–buyer exchange relationship and supplier resilience on relationship quality. Data drawn from 97 supplier–buyer dyads were used. Hierarchical regression analyses showed the positive influence of both perceived benefits from supplier–buyer exchange relationships and supplier resilience on relationship quality. Further empirical and theoretical implications, as well as the limitations of the study, are discussed.
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Yang, Fan, and Xiongfei Zhang. "The impact of sustainable supplier management practices on buyer-supplier performance." Review of International Business and Strategy 27, no. 1 (March 6, 2017): 112–32. http://dx.doi.org/10.1108/ribs-08-2016-0043.

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Purpose This paper aims to present an empirical study on the multidimensional relationships between sustainable supplier management (SSM) practices and buyer–supplier performance from the buying firms’ perspective. Specifically, the authors focus on four SSM practices, namely, sustainable supplier selection, sustainable supplier monitoring, sustainable supplier development and sustainable supplier collaboration, and test their effects on three buyer–supplier performance measures, namely, supplier performance, buyer–supplier relationship and buyer competitive advantage. Design/methodology/approach Based on data collected from 256 manufacturers across different geographical areas and industrial branches in Greater China. A conceptual model was proposed and tested using structural equation modeling technique with the help of SmartPLS 3.0. Findings The sustainable supplier development and sustainable supplier collaboration have positive relationships with supplier performance, while sustainable supplier selection, sustainable supplier monitoring and sustainable supplier collaboration have positive influence on buyer–supplier relationship and buyer competitive advantage. Furthermore, the relative importance and contributions of the individual measures was also identified. Originality/value This study simultaneously integrates the constructs of SSM practices and buyer–supplier performance. Moreover, it seeks to make a contribution to existing literature from a theoretical perspective by investigating the sub-dimensions of SSM practices and buyer–supplier performance.
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Kumalaningrum, Maria Pampa. "PERAN RELASI ANTARA PERUSAHAAN DAN PEMASOK DALAM PROSES PEMBELIAN BAHAN BAKU DI BISNIS KECIL." Jurnal Riset Manajemen dan Bisnis 7, no. 2 (December 1, 2012): 83. http://dx.doi.org/10.21460/jrmb.2012.72.74.

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This study aimed to examine the role of buyer-supplier relationship in the relationship betweenbuyer specificity and organizational performance. Data was processed with StructuralEquation Modeling using AMOS program. The result showed that buyer specificity hasdirect effect on buyer-supplier relationship, and buyer-supplier relationship has direct effect onorganizational performance. The results of this study provide insight into the development andimpact of buyer-supplier relationship within small business organizations.Keywords: buyer-supplier relationship, buyer specificity, organizational performance
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Rogers, Helen, and Ray Fells. "Successful buyer–supplier relationships." Journal of Strategic Contracting and Negotiation 3, no. 3 (September 2017): 121–36. http://dx.doi.org/10.1177/2055563618763037.

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This article focuses on the negotiation of buyer–supplier relationships and the associated activities that are required to maintain them. After analysing and distilling contributions from the literature, we developed a 10-item questionnaire that was subsequently used as a guide for interviewing 36 practitioners in the field. These responses provided new insights into the attitudes and actions that contribute to relationship management success from a negotiations perspective. This led to the development of a framework that encapsulates key considerations for negotiation and relationship management specifically from a procurement process perspective.
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Yeh, C. C., and C. F. Chen. "An empirical study of buyer-supplier relationships in the Taiwanese machine tool industry." South African Journal of Business Management 43, no. 1 (March 30, 2012): 69–75. http://dx.doi.org/10.4102/sajbm.v43i1.177.

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Machine tools are an essential component of advanced manufacturing technology, and the machine tool industry in Taiwan dominates the world market. However, Taiwanese machine tool plants are unique, in that approximately 62% of the total operating cost for a plant arises from its suppliers. This paper examines buyer-supplier relationships in the Taiwanese machine tool industry. In doing so, a theoretically relevant set of buyer-supplier relationship variables is identified from the literature. Factor analysis shows that buyer-supplier relationships are a two dimensional construct containing the core dimensions of a purchasing cooperative relationship and an R&D cooperative relationship. Connections between buyer-supplier relationships and manufacturing performance (quality, cost, delivery and flexibility) are then examined. This study reveals that buyer-supplier relationships are related to overall manufacturing performance, but can vary depending on the dimensions of the relationships. Finally, some discussions are presented and managerial implications are made for the industry.
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Joshi, Sarang, Manoj Kharat, Rakesh Raut, Sachin Kamble, and Sheetal Kamble. "To examine the relationships between supplier development practices and supplier-buyer relationship practices from the supplier’s perspective." Benchmarking: An International Journal 24, no. 5 (July 3, 2017): 1309–36. http://dx.doi.org/10.1108/bij-01-2016-0006.

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Purpose The purpose of this paper is to examine the relationships between supplier development practices (SDPs) and supplier-buyer relationship practices from the supplier’s perspective (SBRSP), and seek to understand how specific SDPs may impact a buyer’s operational performance as well as supplier-buyer relationship practices. Design/methodology/approach The authors conducted a survey of 512 respondents from the different manufacturing firms in India and applied structural equation modelling to test a structural model that proposes the impacts of various efforts of SDPs on a buyer’s performance as well as SBRSP. Findings The study concludes that SDPs and SBRSP together improve the relationship between a buyer and supplier, and this improved relationship leads to competitive advantages (CAs) followed by profitability. Results indicate that supplier perspective of buyer-supplier relationship can be improved under the condition of SDPs and SBRSP together. SDPs are driven by productive measure and competitive pressure, whereas customer uncertainty is found to be statistically insignificant. Research limitations/implications The study was carried out in North Maharashtra Industrial Zone of India, where the auto sector and machine/components manufacturing firms have been established for a considerable period of time. Results of the study are limited to manufacturing organizations predominantly focussing on the automobile sector and machine/components manufacturing firms. Practical implications This study provides significant insights into the specific impact of various SDPs and SBRSP for both academics and practitioners. SDPs along with SBRSP practices lead to improvement in the relationship leading to CAs. SBRSP suggests that trust, long-term commitments and the supplier’s perspective are important practices for relationship improvement. Originality/value The current study attempts to identify what are the success factors for the supplier-buyer relationship from the supplier’s perspective and SDPs and how the supplier-buyer relationship can be improved under the condition of SDPs and SBRSP. Hence, the aim is to develop a more thorough understanding of the outcomes of a supplier-buyer relationship improvement from both buyer’s and supplier’s perspective, under the conditions of supplier development to achieve CAs leading to profitability. Furthermore, the study analyses the effect of the improved supplier-buyer relationship for achieving CAs leading to profitability.
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Sutarmin, Akhmad Darmawan, Siti Nur Azizah, and Dadang Prasetyo Jatmiko. "An empirical evidence: supplier behavior in the natural materials of buyer – supplier relationship." Problems and Perspectives in Management 15, no. 1 (May 10, 2017): 158–65. http://dx.doi.org/10.21511/ppm.15(1-1).2017.02.

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This research is a case study belonging to the historical research. The data were taken from the Department of Natural Product Buying and Financial and Controlling XYZ CORP. XYZ CORP is a manufacturing enterprise and exporter of clove oil and its derivatives to the world with a market share of about 55% of the world market. This study aims to empirically examine and study the ethical behavior of suppliers in the ever-changing business environment. The analysis tool used is the Mann Whitney test with SPSS 17.0 software. Based on the survey results it was revealed that for natural raw materials, the average purchase price between the rainy season and the dry season does not differ significantly, but the cost of purchase in the dry season, and the rainy season varies significantly. In this study, the price does not affect the acquisition of raw materials purchased from suppliers. The results of this study also obtained empirical evidence that the trading patterns of natural raw materials are strongly influenced by the behavior or ethics of suppliers, in addition to weather factors or uncertain climate.
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Wang, Lei, Chun Zhang, Jun Li, Dong Huo, and Xing Fan. "The influence of unilateral supplier transaction-specific investments on international buyer opportunism: empirical findings from local suppliers in China." International Marketing Review 37, no. 2 (January 29, 2020): 213–39. http://dx.doi.org/10.1108/imr-05-2018-0177.

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PurposeThis study examines how unilateral supplier transaction-specific investments (TSIs), directly and indirectly, influence international buyer opportunism and the extent to which detailed contracts enable suppliers to safeguard against international buyer opportunism. The study also examines whether relationship length affects the efficacy of detailed contracts in cross-border outsourcing relationships.Design/methodology/approachThe hypotheses are tested by using data collected from multiple informants working for 229 manufacturing suppliers in China. Multiple regression with a three-way interaction is used to test the hypotheses.FindingsUnilateral supplier TSIs encourage international buyer opportunism through increased supplier dependence. Contract specificity negatively moderates the effect of supplier dependence on international buyer opportunism. This moderating effect is stronger in long-term cross-border buyer–supplier relationships than in short-term ones.Originality/valueThe current study extends the cross-border outsourcing literature by examining how emerging-market suppliers in a weak power position can proactively safeguard against international buyer opportunism by using detailed contracts. Our findings show that supplier dependence mediates the relationship between unilateral supplier TSIs and international buyer opportunism; detailed contracts, however, can help dependent suppliers safeguard against international buyer opportunism. In particular, the findings highlight the importance of long-term buyer–supplier relationships that enhance the efficacy of detailed contracts.
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Liu, Yi, Yadong Luo, Pianpian Yang, and Vladislav Maksimov. "Typology and Effects of Co-opetition in Buyer–Supplier Relationships: Evidence from the Chinese Home Appliance Industry." Management and Organization Review 10, no. 3 (November 2014): 439–65. http://dx.doi.org/10.1017/s174087760000440x.

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AbstractBuilding on the co-opetition perspective, this study takes a unified approach to examine relationship benefits and transaction costs in buyer–supplier relationships. We argue that buyer–supplier vertical dyads fall into one of four distinct co-opetition types based on their respective degrees of cooperation and competition. Each co-opetition situation then corresponds to unique levels of relationship benefits and transaction costs. A sample of 225 supplier–buyer dyads from the Chinese home appliance industry confirms that competition has a positive effect on transaction costs and a negative effect on relationship benefits, while cooperation stimulates greater relationship benefits but affects transaction costs mainly at low competition levels. The results advance prior research on buyer–supplier relationships and co-opetition and offer valuable avenues for future research.
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Buvik, Arnt, Otto Andersen, and Kjell Gronhaug. "Buyer control in domestic and international supplier-buyer relationships." European Journal of Marketing 48, no. 3/4 (April 8, 2014): 722–41. http://dx.doi.org/10.1108/ejm-03-2011-0181.

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Purpose – The aim of this paper is to investigate the effect of the prior relationship length and employments of supplier specific investments on buyers' control, and compare this effect across international and domestic business-to-business relationships. Design/methodology/approach – The sampling frame consisted of members of a National Association Purchasing and Logistics, and the respondents were asked to select one major supplier that would serve as a referent in answering the questions. In total, 156 purchasing firms responded to the questionnaire, and multiple regression analysis was used to test the hypotheses. Findings – Under condition with substantial supplier specific investments, buyers' control relaxes significantly as the length of the relationship increases in international supplier-buyer relationships, while such change in governance pattern is completely absent in domestic relationships. Research limitations/implications – This study is based on a cross-sectional design and does not fully capture the dynamics of business-to-business relationships. Future research should use different methodologies such as longitudinal studies to examine dynamic relationships among the constructs in the study. Practical implications – When strong inter-firm dependency is present, the level of buyer control in relationships with foreign suppliers is typically high in the early stage of the relationships in order to handle the problems of information asymmetry and prospective opportunistic behavior, and decline as the buyer's experiential knowledge with the foreign supplier increases with successive lower performance ambiguity. This governance pattern is less evident in domestic business-to-business relationships due to the potential effect of stronger reputation effects and stronger familiarity with current standards of trade. Originality/value – The paper contributes to the understanding that the changes in governance form over time will be highly contingent on the level of information asymmetry and inter-firm dependency in the early stage of the exchange relationship.
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Dissertations / Theses on the topic "Buyer-supplier relationship"

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Stålbrand, Fredrik. "Supplier Relationship Management in Intelbras Improving quality through buyer-supplier cooperation Fredrik." Thesis, Högskolan i Borås, Institutionen Ingenjörshögskolan, 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:hb:diva-17501.

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Competitive forces in today‟s business world are putting firms under pressure to improve quality, delivery performance, and responsiveness while simultaneously reducing cost, which for many companies have resulted in increased outsourcing of activities. Consequently a greater dependency on suppliers‟ performance in terms of quality and delivery service has evolved.Companies are therefore exploring ways to leverage their supply chains, by developing their supply chain structure and continually evaluating the role of suppliers in their activities. As supply chains have evolved, a number of different supply chain structures have emerged, based upon the networks and the level of collaboration between the buyer and supplier. The optimization of a supply chain process has proven to lead inevitably to a growing interdependence among supply chain partners. Treating all suppliers the same is no longer feasible, and a failure to recognize that some suppliers have different needs than others.The research conducted in this thesis was aimed at finding strategies, and approaches of effectively working with supplier relationship management.The empirical study was conducted at Intelbras, a Brazilian electronics manufacturer, which has a large percent of its production outsourced. Intelbras has recently segmented their supply-base into two segments; suppliers of commodity type items and suppliers of critical items. For suppliers of critical items, quality agreements were developed to attend the special needs of selected items.The findings of the research was compared and analyzed with the empirical data, which resulted in a few suggestions of possible future developments for Intelbras.Keywords: Supplier Relationship Management, Strategic Segmentation, Total Cost of Ownership, Buyer-Supplier Cooperation, Quality Agreement
Program: Industriell ekonomi - affärsingenjör
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Alazzawi, Muntaha. "Trust in Customer–Supplier relationships." Thesis, Linnéuniversitetet, Institutionen för maskinteknik (MT), 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-56356.

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The competitive market of today is characterized by globalization, because of that organizations increased demands from customers on the services as well as on product. In other word, the customer is focusing on buying the service in same way as they buy products. For that the trust in relationships is considered as an important and effective factor when the business to business partners want to achieve growth profitability, and long term time. In order to reach high trust in relationships between customers and suppliers, ability to measure trust in relationships and to improve it is important. One to know how to be able to follow up the trust in the relationships between customers and suppliers, maintain and develop relationships for as long as possible in order to reach the company's goals. The first step in the project was data collection via an email survey and by direct contact with those companies by phone. Then the data was used to make an analysis by comports the results with pervious theories. The analysis enabled to identify the different types of factors which makes the trust in relationships more strong and stable .In the last chapters results are discussed and it was found that the each company has its own way to follow up the relationships to maintain the trust in relationships for longer  time to a achieve their goals and profit. The conclusions are each company have different way of measuring and regardless of which indicators are used for measuring the trust in relationships between the customer and service supplier, they must be  linked directly to the organization's  goals to maintain and  continuity relationships for as long as possible in order to reach the company's goals. The effective trust is important factor which lead to the partners feeling they belong to each other’s which the relationships between them  take a partner form which lead to long term time and profitable relationships and strong trust in relationships.
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SERRAO, ROGERIO ODIVAN BRITO. "OPERATIONALIZATION OF MANUFACTURING FLEXIBILITY: ANALYZING THE BUYER-SUPPLIER RELATIONSHIP INFLUENCE." PONTIFÍCIA UNIVERSIDADE CATÓLICA DO RIO DE JANEIRO, 2005. http://www.maxwell.vrac.puc-rio.br/Busca_etds.php?strSecao=resultado&nrSeq=7760@1.

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COORDENAÇÃO DE APERFEIÇOAMENTO DO PESSOAL DE ENSINO SUPERIOR
O tema principal desta tese é a operacionalização da flexibilidade de manufatura, a partir de duas abordagens: teórica e empírica. A abordagem teórica visa a discussão com base em uma extensa revisão da bibliografia, da flexibilidade de manufatura e a sua operacionalização. No tocante à operacionalização, destaca-se a existência de diversos aspectos considerados indutores, como a tecnologia de processo, métodos de gerenciamento da produção, gerenciamento de recursos humanos, tecnologia de informação, processo de desenvolvimento de produtos e os relacionamentos na cadeia de suprimentos. Dentre esses aspectos, verificou-se a necessidade de aprofundamento na questão que trata dos relacionamentos na cadeia de suprimentos, em especial os relacionamentos produtor- fornecedor. Após o desenvolvimento do referencial teórico sobre os relacionamentos na cadeia de suprimentos, no sentido de apresentar as características gerais e seus efeitos sobre a flexibilidade de manufatura, passou-se a uma análise empírica com o foco no relacionamento produtor- fornecedor. A escolha desse indutor para a condução do estudo empírico deu-se em função da emergência do papel dos fornecedores na definição das estratégias do produtor e da importância das relações entre produtor e fornecedor na criação e desenvolvimento de vantagens competitivas. Além da construção de um referencial teórico - útil para a discussão da operacionalização da flexibilidade de manufatura como fonte de vantagens competitiva e preparação para futuras pesquisas - a tese também atende à demanda por estudos empíricos tão importantes para o avanço das pesquisas sobre o tema. Nesse sentido, buscou- se responder às duas questões de pesquisa: como se caracterizam os relacionamentos produtor-fornecedor quanto aos aspectos de confiança/comprometimento, compartilhamento de informações, desenvolvimento de fornecedores e desenvolvimento conjunto de produtos nas empresas estudadas? E como se dão os impactos dos aspectos de relacionamento produtor-fornecedor sobre a flexibilidade de manufatura e o desempenho da manufatura nas empresas estudadas? O estudo envolveu quatro empresas de manufatura em uma investigação da influência de quatro aspectos de relacionamento produtor-fornecedor - confiança/comprometimento, compartilhamento de informações, desenvolvimento de fornecedores e desenvolvimento conjunto de produtos - sobre três dimensões externas de flexibilidade de manufatura - mix, novos produtos e volume. A análise estendeu-se à observação dos efeitos generalizados dessas relações sobre o desempenho da manufatura dos níveis da flexibilidade de manufatura apresentados pelas empresas estudadas.
The purpose of this dissertation is to study the operationalization of manufacturing flexibility, focusing on aspects of relationships in the supply chain and their impact on manufacturing flexibility. The research involves four manufacturing companies for studying the influence of four aspects of buyer-supplier relationship - trust/commitment, information sharing, supplier development and joint product development - on three external dimensions of manufacturing flexibility - mix, new products and volume. The study also observes the generalized effects of these relationships on manufacturing performance and on the levels of manufacturing flexibility shown by the companies studied. The buyer-supplier relationships are deeply analyzed and their general characteristics and effects on the operationalization of manufacturing flexibility are presented. In addition, the analysis of scope and achievability factors indicated the presence of little explored flexible resources in the companies studied. Finding ways for operationalizing flexibility must be seen as a priority question to obtain competitive advantage in manufacturing systems. This work shows how the relationships between the buyer and supplier can influence several external dimensions of manufacturing flexibility and, consequently, manufacturing performance.
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Stevens, Merieke. "Buyer-supplier relationship management : towards a multidimensional and dynamic approach." Thesis, University of Cambridge, 2011. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.609817.

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King, Oscar, and Vinyoh Yiyen. "The Role of Structural Bonds in the Development of Strategic Buyer-Supplier Relationships." Thesis, Internationella Handelshögskolan, Högskolan i Jönköping, IHH, Centre of Logistics and Supply Chain Management, 2012. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-18389.

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Background: The need to cut costs, save money, become profitable, be innovative, improve product quality and be responsive to customers’ demands is encouraging some organizations to form strategic relationships with suppliers. In achieving this, certain joint investments, called structural bonds, are developed within the relationship life-cycle. Although the bonds tend to tie down the partners and also create impediments for the termination of the relationship, they inevitably contribute to the achievement of mutual goals and sustaining competitive advantage. Past researches failed to relate the structural bonds’ development to any of the stages of the relationship life-cycle, which this study investigated. Purpose: The purpose of this research is to investigate why and in which stages of a strategic buyer-supplier relationship are structural bonds initiated. Method: A multiple case study approach, involving four companies, was undertaken to achieve the purpose of this study. The method used in collecting the empirical data is in-depth interviews with purchasing employees of these companies: Lagermetall AB, Atlas Copco AB, SAAB Tech AB and Husqvarna AB. Results: Most of the structural bonds, based on this study, were introduced at the beginning of the relationships. Some of the reasons for introducing these bonds are: improved product quality, joint product development, knowledge transfer, innovation and communication. Though the bonds may be introduced by the more powerful organization in the relationship, there is interdependency in the relationship. The bonds influenced the following in the relationship: trust, commitment and cooperation, information sharing, and performance but also generated lock-in effects.
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Bastl, Marko. "An exploration of managers' openess and relationship transparency in a buyer-supplier relationship." Thesis, Cranfield University, 2011. http://dspace.lib.cranfield.ac.uk/handle/1826/7274.

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The problem explored in this thesis falls under a broad topic of information sharing in a buyer-supplier relationship. Responding to the empirically underexplored state of extant literature on information sharing, this study aims to gain a better understanding of the factors that influence managers to engage in information sharing as an activity, as well as the factors influencing information sharing as an outcome and its consequences in a buyer-supplier relationship. In this way, this study acknowledges a conceptual separation between information sharing as an activity (i.e. a manager’s openness) and information sharing as an outcome (i.e. relationship transparency), and treats a manager as embedded in an external, wider interaction environment (e.g. buyer-supplier relationship). The study adopts a qualitative, exploratory approach, utilising a case-based research strategy. The empirical study is based on a pilot and two main cases. The main interviews were carried out on the suppliers’ side of two buyer-supplier dyads. In total, the empirical work consisted of 45 semi-structured interviews with 32 managers. Based on the empirical work, the thesis develops two models: the contingencies model, which captures the influencing factors of a manager’s openness and relationship transparency, and the consequences model, which captures the consequences of relationship transparency. In so doing, the thesis makes three primary theoretical contributions. First, captured in the contingencies model, it shows that a manager’s openness is influenced by the interplay of a number of individual-level factors, where managers’ trust and risk taking behaviours play a central role as well as through an external interaction environment. Second, the same model suggests that information quality alone is not enough to foster relationship transparency and that other factors, such as trustworthiness of information source and a recipient’s knowledge, should also be considered. Third, the thesis also identifies a number of consequences of relationship transparency, which are captured in the consequences model, and highlights the role of the external context an understanding of those consequences. In this way, the study marks a step forward towards increasing the understanding of information sharing as an activity and as an outcome, while considering an individual manager as part of a wider interaction environment.
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Tescari, Fábio Viard de Campos da Silva. "Intrinsic and relational perspectives of relationship value: an integrated framework in buyer-supplier relationships." reponame:Repositório Institucional do FGV, 2015. http://hdl.handle.net/10438/13824.

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Relationships among firms have been studied as a factor that pushes the limits for the value that is created by the firms individually, through the joint construction of benefits that could not occur if the relationship is not established. The total value created in a dyadic relationship, which is captured by the parties, is the relationship value. The benefits transcend the financial characteristics of the transaction. They can be converted into other aspects of the relationship, such as technical learning, service delivery, innovation and reputation. The shared and exchanged resources become sources of value creation. These resources stem from two different perspectives. First, from the resources that belong previously to each party, which I defined as intrinsic value. Second, from the resources that are jointly developed by the parties during the relationship, defined as relational value. In this context, this study aims to investigate the different characteristics of the parties that are sources of value creation in relationships, and to examine the factors influencing its capture by the parties. The study involved three steps. The first, a theoretical essay, aimed to explore the value dimensions in the relationship, regarding their definition and their sources. The following two steps focused on empirically testing the effect of these components of relationship value on value creation and capture. A cross-sectional survey and a multiple case study were performed. The theoretical perspectives that permeates the study is the Resource Based View, since it assumes that the firm resources generate economic value that transcends the limits of the firm and is captured by its customers and suppliers. The ontological approach is the critical realism, which allows a better understanding of empirically observed events. The results contribute to a better theoretical understanding of relationship, since the constructs of intrinsic value and relational value integrate different sources of benefits that may derive from relationships. The relationship between these constructs and their individual influence on value capture also bring a theoretical contribution to the study of buyer-supplier relationships. The main managerial contributions concern the fact that it is possible to capture value even if the relationship is not collaborative. Moreover, the results shed light on the need for firms to explore deeply how to extract more benefits from the other party and from the relationship itself, especially considering non-financial sources.
O relacionamento entre firmas vem sendo estudado como um fator que amplia os limites do valor criado pelas firmas individualmente, por meio da construção conjunta de benefícios que não poderia ocorrer caso o relacionamento não se estabelecesse. O valor total criado no nível da díade, que é capturado pelas partes, é o valor do relacionamento. Os benefícios obtidos transcendem as características financeiras da transação, podendo converter-se em outros aspectos da relação entre as firmas, tais como capacitação técnica, oferta de serviços, capacidade de inovação e reputação. Os recursos compartilhados e trocados entre as partes são fontes de criação de valor no relacionamento, mas originam-se de duas perspectivas diferentes. Eles podem pertencer previamente a uma delas, compondo um valor que é intrínseco, ou desenvolverem-se ao longo do relacionamento em si, resultando numa parcela de valor relacional. Neste contexto, este estudo propõe-se a investigar as diferentes características das partes que são fonte de criação de valor em um relacionamento, bem como analisar os aspectos que influenciam sua captura pelas partes. O estudo envolveu três etapas. A primeira, de cunho teórico, visou a explorar as dimensões do valor do relacionamento, no que se refere à sua definição e suas fontes. As duas etapas seguintes objetivaram testar empiricamente o efeito das fontes do valor do relacionamento na criação e captura de valor, por meio de uma survey transversal e um estudo de casos múltiplos. A perspectiva teórica que permeia o estudo é a Visão Baseada em Recursos, uma vez que ela pressupõe que os recursos das firmas produzem valor econômico que transcende os limites delas e é capturado por seus clientes e fornecedores. A abordagem ontológica é a do realismo crítico, a qual permite um melhor entendimento dos acontecimentos empiricamente observados. Os resultados contribuem para um melhor entendimento teórico sobre valor do relacionamento, uma vez que os construtos de valor intrínseco e valor relacional integram diferentes fontes de benefícios que podem advir de relacionamentos. A relação entre esses construtos e sua influência individual na captura de valor também trazem uma contribuição teórica ao estudo de relacionamentos comprador-fornecedor. As principais contribuições gerenciais dizem respeito ao fato de que é possível capturar valor mesmo que o relacionamento não seja colaborativo. Adicionalmente, os resultados enfatizam que as empresas deveriam explorar mais como fazer para extrair mais benefícios da outra parte e do relacionamento em si, em especial de fontes não-financeiras.
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Parker, Thomas Glenn. "ONLINE-REVERSE-AUCTIONS AND THE BUYER-SUPPLIER RELATIONSHIP: THE EFFECTS OF ONLINE-REVERSE-AUCTION DESIGN ON SUPPLIER COMMITMENT AND SUPPLIER TRUST." OpenSIUC, 2010. https://opensiuc.lib.siu.edu/dissertations/192.

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Abstract:
Industrial online-reverse-auctions have become a common procurement strategy used by many firms to reduce the cost of purchased goods and services. The advantages of online-reverse-auctions include significant price reductions, increased purchasing and selling efficiencies, and access to new supply and purchasing markets. Despite these benefits, practitioners and academics alike have raised concerns with respect to the impact of online-reverse-auctions on the buyer-supplier relationship. Previous research suggests that the parameters and characteristics of an online-reverse-auction can influence the perceptions of online-reverse-auction participants. This dissertation investigates this phenomenon by examining how the design of an online-reverse-auction influences the supplier's perception of the buyer-supplier relationship. Specifically, this research considers the effects of online-reverse-auction design in terms of the independent variables of auction control, auction bid visibility, and auction award rules and the dependent variables of supplier commitment to the buyer and supplier trust in the buyer. Using a 2 x 2 x 2 quasi-experimental design and the statistical technique of MANCOVA, this study tests hypotheses related to how different online-reverse-auction design characteristics influence supplier commitment to the buyer and supplier trust in the buyer. The results of the study suggest that the type of online-reverse-auctions buyers utilize can have an impact on supplier perceptions of the buyer supplier relationship. Overall, the result suggest that supplier trust is influenced by the type of auction design buyers utilize, however, supplier commitment is not. Auctions utilizing third party auction providers, partial bid visibility, and post auction negotiations tended to result in higher levels of trust on the part of suppliers. This study makes a contribution to the literature in the following areas. First, this study is one of only a handful of empirical studies examining the effects of online-reverse-auction designs on the buyer-supplier relationship. While a considerable debate exists within the literature concerning the pros and cons of online-reverse-auctions, little empirical work exists. This study makes a contribution by providing insight with respect to how online-reverse-auction designs influence supplier perceptions of the buyer-supplier relationships. Secondly, this analysis considers the buyer-supplier relationship in terms of commitment and trust. Previous studies have largely neglected these constructs despite their prominence in the buyer-supplier relationship literature. Finally, given that the use of online-reverse-auctions seems well entrenched in the purchasing strategies of many buying organizations; this study provides guidance for the design of online-reverse-auctions such that buyers can potentially reduce the negative aspects of the process.
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Enz, Matias Guillermo. "Co-creation of Value: Managing Cross-functional Interactions in Buyer-Supplier Relationships." The Ohio State University, 2009. http://rave.ohiolink.edu/etdc/view?acc_num=osu1253541804.

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Ahsan, Yasin, and Meireles Felipe Faria. "Power, Trust, and Commitment in buyer-supplier relationships. : Multiple Case Study in the Manufacturing Sector." Thesis, Internationella Handelshögskolan, Högskolan i Jönköping, IHH, Företagsekonomi, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-41078.

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Books on the topic "Buyer-supplier relationship"

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L, Blenkhorn David, ed. Reverse marketing: The new buyer-supplier relationship. New York: Free Press, 1988.

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Mandt, Tobias. Dependence in Buyer-Supplier Relationships. Wiesbaden: Springer Fachmedien Wiesbaden, 2018. http://dx.doi.org/10.1007/978-3-658-24252-7.

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Connaughton, James J. Buyer supplier relationships: The electronics industry. Dublin: UniversityCollege Dublin, 1995.

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Gebert, Konstantin. Performance Control in Buyer-Supplier Relationships. Wiesbaden: Springer Fachmedien Wiesbaden, 2014. http://dx.doi.org/10.1007/978-3-658-01893-1.

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Jap, Sandy D. Achieving strategic advantages in buyer-supplier relationships. Cambridge, Mass: Marketing Science Institute, 1996.

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Jap, Sandy D. Achieving strategic advantages in buyer-supplier relationships. Cambridge, Mass: Marketing Science Institute, 1996.

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Cotter, Kay. Industrial buyer-supplier relationships: A case study. Dublin: University College Dublin, 1993.

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Center for Advanced Purchasing Studies (Tempe, Ariz.), ed. Ethical issues in global buyer-supplier relationships. Tempe, Ariz: Center for Advanced Purchasing Studies, 1998.

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Cotter, Kay. Industrial buyer-supplier relationships: A case study. Dublin: University College Dublin, 1993.

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Briody, Dermot. Buyer-supplier relationships in the Irish grocery retail sector. Dublin: University College Dublin, 1992.

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Book chapters on the topic "Buyer-supplier relationship"

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Mandt, Tobias. "Phases and Drivers of Buyer-Supplier Dependence - Developmental Insights of a Logistics-Service Relationship in Textile Retailing." In Dependence in Buyer-Supplier Relationships, 123–56. Wiesbaden: Springer Fachmedien Wiesbaden, 2018. http://dx.doi.org/10.1007/978-3-658-24252-7_5.

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Cox, Andrew, Chris Lonsdale, Joe Sanderson, and Glyn Watson. "Cases in Aligned Buyer and Supplier Relationship Management." In Business Relationships for Competitive Advantage, 135–62. London: Palgrave Macmillan UK, 2004. http://dx.doi.org/10.1057/9780230509191_5.

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Cox, Andrew, Chris Lonsdale, Joe Sanderson, and Glyn Watson. "Cases in Dysfunctional Buyer and Supplier Relationship Management." In Business Relationships for Competitive Advantage, 193–222. London: Palgrave Macmillan UK, 2004. http://dx.doi.org/10.1057/9780230509191_7.

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Kordestani, Arash, Mehdi Amini, and Esmail Salehi-Sangari. "Environmentally and Socially Responsible Buyer Supplier Relationship Management." In Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 445–46. Cham: Springer International Publishing, 2014. http://dx.doi.org/10.1007/978-3-319-10951-0_166.

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Hofmann, Erik, Daniel Maucher, Martin Kotula, and Oliver Kreienbrink. "Supplier Evaluation and Performance Measurement on the Buyer-Supplier-Relationship Level." In Professional Supply Management, 93–127. Berlin, Heidelberg: Springer Berlin Heidelberg, 2013. http://dx.doi.org/10.1007/978-3-642-38439-4_5.

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Lertwannawit, Aurathai. "Relational Capability in a Key Outsourced Supplier–Buyer Relationship." In Marketing Challenges in a Turbulent Business Environment, 41–42. Cham: Springer International Publishing, 2016. http://dx.doi.org/10.1007/978-3-319-19428-8_13.

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Cox, Andrew, Chris Lonsdale, Joe Sanderson, and Glyn Watson. "Cases in Misaligned and Sub-Optimal Buyer and Supplier Relationship Management." In Business Relationships for Competitive Advantage, 163–92. London: Palgrave Macmillan UK, 2004. http://dx.doi.org/10.1057/9780230509191_6.

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Mohan Pisharodi, R., Ravi Parameswaran, and John W. Henke. "OEM Pressure to Innovate and Buyer-Supplier Relationship: An Abstract." In Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 727–28. Cham: Springer International Publishing, 2019. http://dx.doi.org/10.1007/978-3-030-02568-7_196.

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Schönberger, Lukas. "Buyer-Supplier Relationships in Service Procurement – The Impact of Relationship Quality on Service Performance." In Supply Management Research, 29–56. Wiesbaden: Gabler, 2011. http://dx.doi.org/10.1007/978-3-8349-6691-9_2.

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Liu, Dong. "When Do Investments in the Supplier–Buyer Relationship Generate Optimal Profits? From the Relationship Life Cycle Perspective." In Creating Marketing Magic and Innovative Future Marketing Trends, 785–97. Cham: Springer International Publishing, 2017. http://dx.doi.org/10.1007/978-3-319-45596-9_149.

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Conference papers on the topic "Buyer-supplier relationship"

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Fairuzzahira, Fadhillah, Teuku Yuri Zagloel, and Romadhani Ardi. "Conceptual Modelling of Supplier Loyalty and Buyer-Supplier Relationship for Mediation." In APCORISE 2020: 3rd Asia Pacific Conference on Research in Industrial and Systems Engineering 2020. New York, NY, USA: ACM, 2020. http://dx.doi.org/10.1145/3400934.3400988.

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Holtta, Venlakaisa, Petri Mannonen, and Sampo Teras. "Design communication types in a buyer-supplier relationship." In 2013 IEEE 17th International Conference on Computer Supported Cooperative Work in Design (CSCWD). IEEE, 2013. http://dx.doi.org/10.1109/cscwd.2013.6580956.

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Kim, Kyung Kyu, Seung-Hoon Park, Sungyul Ryoo, and Sung Kook Park. "Inter-organizational Cooperation in a Buyer-Supplier Relationship." In 2008 Second International Conference on Future Generation Communication and Networking Symposia (FGCNS). IEEE, 2008. http://dx.doi.org/10.1109/fgcns.2008.97.

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Hamri, Mohammed Hicham, Ouafae Zerouali Ouariti, and Ilham Rharoubi. "Buyer-Supplier Relationship Quality in Morocco Context: Qualitative Study." In 2019 International Colloquium on Logistics and Supply Chain Management (LOGISTIQUA). IEEE, 2019. http://dx.doi.org/10.1109/logistiqua.2019.8907277.

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Husseini, Z. Moattar, M. H. Fazel Zarandi, and S. M. Moattar Husseini. "Trust evaluation for buyer-supplier relationship concerning fuzzy approach." In 2015 Annual Conference of the North American Fuzzy Information Processing Society (NAFIPS) held jointly with 2015 5th World Conference on Soft Computing (WConSC). IEEE, 2015. http://dx.doi.org/10.1109/nafips-wconsc.2015.7284200.

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Hou, Yun Zhang, Zhao Han Sheng, and Xiao Ling Wang. "Research of Buyer-Supplier Relationship Based on Agent Approach." In 2008 4th International Conference on Wireless Communications, Networking and Mobile Computing (WiCOM). IEEE, 2008. http://dx.doi.org/10.1109/wicom.2008.1648.

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Pawlak, Monika Maria. "Dyadic buyer-supplier relationship management from the buyer's perspective." In Technology. IEEE, 2009. http://dx.doi.org/10.1109/picmet.2009.5261959.

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Faraz, A., Z. Zacharia, and M. Gerschberger. "Make sure you understood your strategic partner in your buyer-supplier relationship." In 2016 IEEE International Conference on Industrial Engineering and Engineering Management (IEEM). IEEE, 2016. http://dx.doi.org/10.1109/ieem.2016.7797992.

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Yang, Sung-byung, and Young-gul Kim. "Inter-organizational Knowledge Transfer in the Buyer-Supplier Relationship: A Buyer's Perspective." In Proceedings of the 40th Annual Hawaii International Conference on System Sciences. IEEE, 2007. http://dx.doi.org/10.1109/hicss.2007.281.

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Rongsheng Lv and Juan Xiu. "Notice of Retraction: Study on buyer-supplier relationship within Toyota in China." In 2010 IEEE International Conference on Advanced Management Science (ICAMS). IEEE, 2010. http://dx.doi.org/10.1109/icams.2010.5552840.

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Reports on the topic "Buyer-supplier relationship"

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Wu, Huicheng Jeff, Jin Su, and Nancy Nelson Hodges. Investigating the Role of Open Costing in the Buyer-Supplier Relationship: Implications for Global Apparel Supply Chain Management. Ames (Iowa): Iowa State University. Library, January 2019. http://dx.doi.org/10.31274/itaa.8432.

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