decision effectiveness. Design/methodology/approach – The authors used a large‐scale empirical survey among 306 buyers to … supplier selection decision, and carefully choose the correct debiasing tactics when selecting suppliers. Originality …

between industrial buyers and sellers. Based on case studies of eight manufacturing firms, industrial buyer …

function and on the nature of the relationships between buyers and suppliers. Using the Interaction Model of the IMP Group as a … loyalty. For the last decade, suppliers of freight transport services have been operating in competitive markets in which … transport buyers, their qualifications, the annual sum spent on transport and the contribution of the cost of haulage to the …

reliability of the supplier is the next most important aspect. Suppliers need to design their offers to these organisational … buyers, with due consideration of these criteria. Along with these, the offer also needs to project the supplier's proven …

impact that modularization is likely to have on the value‐adding processes of key component suppliers. In addition, a … reclassification of the term “first‐tier” supplier is proposed with a view to exploring the attributes necessary for such suppliers to …

suppliers choose buyer‐focused operations as a supply chain strategy in their relationships with key buyers. Design …‐case study research design. Nine units and 42 supply links with key buyers were investigated and analysed. Findings – The … suppliers choose buyer‐focused operations for different reasons. As expected, some of them choose buyer‐focused operations to …