Industrial Buyer Supplier Relationships
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Author | : Tobias Mandt |
Publisher | : Springer |
Total Pages | : 160 |
Release | : 2019-03-01 |
Genre | : Business & Economics |
ISBN | : 3658242523 |
Organizations frequently rely on the support of external parties to access necessary resources. In many cases, the resulting buyer-supplier relationships last for decades; some might even become indispensable for one or both parties in achieving its desired business goals. These dependencies between organizations are ubiquitous. This book focuses on such instances, discussing them in a cumulative manner: It begins with an introduction of previous research on the issue, before empirically explaining the emergence of dependencies, their different forms of existence and management approaches as well as its development over time. This book is of special interest for scholars focusing on dyadic partnerships within the domains of industrial marketing, supply chain management or strategic purchasing. Practitioners involved in managing long term buyer-supplier relationships in goods- as well as service-oriented industries might find it insightful as well.
Author | : David T. Wilson |
Publisher | : |
Total Pages | : |
Release | : 1990 |
Genre | : |
ISBN | : |
Author | : Kay Cotter |
Publisher | : |
Total Pages | : 115 |
Release | : 1993 |
Genre | : Industrial procurement |
ISBN | : |
Author | : Antonella La Rocca |
Publisher | : Springer Nature |
Total Pages | : 214 |
Release | : 2020-03-14 |
Genre | : Business & Economics |
ISBN | : 3030409937 |
This book explores customer-supplier relationships in B2B markets focusing on interaction between parties. Drawing on three fields of research – studies of relationships in marketing, social interactionism in sociology, and sense-making in social psychology – the author explores the concepts and roles of actors in business relationships and how the behaviour of actors within an interaction affects the development of those relationships. Based on a review of prior research and an original empirical study, the author argues that the presence of continuous close relationships between the customer and supplier organisations bestows features of a business network on B2B markets, with distinct interdependencies and ubiquitous interactions. Exploring buyer-seller interactions, the author contends that actors’ mutually perceived identities – continuously emergent and relationship-specific – are the main factor in the development of business relationships and discusses the implications for management practice and research.
Author | : Suzanne C. Shanley |
Publisher | : |
Total Pages | : 8 |
Release | : 1997 |
Genre | : Industrial procurement |
ISBN | : |
Author | : Leland A. W. Buddress |
Publisher | : |
Total Pages | : 482 |
Release | : 1995 |
Genre | : Countertrade |
ISBN | : |
Author | : Sinéad Carey |
Publisher | : |
Total Pages | : |
Release | : 2008 |
Genre | : |
ISBN | : |
Author | : M. Sadiq Sohail |
Publisher | : |
Total Pages | : 20 |
Release | : 2015 |
Genre | : |
ISBN | : |
This paper examines buyer-seller relationships in the industrial environment of Saudi Arabia. A model is developed, which focuses on the relationship between long-term relationship, dependence and trust; the antecedents of trust and dependence. Empirical research is used to test the hypotheses developed. Results based on a survey of purchasing managers from small to medium-sized firms in Saudi Arabia reveal that trust and dependence of Saudi buyers is positively related to sellers' long-term relationship. The findings of this study have implications on the manner in which critical function as procurement can be better performed in the Saudi market.
Author | : A. B. Chu |
Publisher | : |
Total Pages | : |
Release | : 1986 |
Genre | : |
ISBN | : |
Author | : Hyun-Young Byun |
Publisher | : |
Total Pages | : |
Release | : 1990 |
Genre | : International trade |
ISBN | : |