Purpose – Aims to demonstrate that the task of influencing suppliers cannot be handled through the application of generic, one‐size‐fits‐all influence approaches with optimum outcomes and, further, to introduce analytical models and practices that can assist purchasers in differentiating...

Purpose – The literature holds few contributions regarding purchasing practices of small companies, despite the impressive size of this customer segment. Hence, this paper seeks to identify the purchasing orientation of small company owners. Design/methodology/approach – The study applies an...

Purpose – Value appropriation is a central, yet neglected aspect in business exchange research. The purpose of the paper is to generate an overview of research on active value appropriation in business exchange and provide the foundation for further research into value appropriation, as well...

Purpose The purpose of this paper is two-fold: first, it attempts to determine whether suppliers perceive distributive justice (equity) when their key customers implement sustainable sourcing initiatives based on assessment governance, composed of codes of conduct and auditing; second, it...

Purpose – The purpose of this paper is to illuminate how supplier evaluation practices are linked to supplier performance improvements. Specifically, the paper investigates how performance information travelling between the evaluating buyer and the evaluated suppliers is shaped and reshaped in...

Purpose – The purpose of this article is to generate theory on how functional integration and conflict interrelate by studying the interface between production and purchasing. Design/methodology/approach – An interpretive single case research methodology is adopted. The authors rely on...