Buyer-supplier relationships lie at the heart of interorganisational exchange markets and are a major focus of research in fields including supply chain management, strategy, organisational behaviour and marketing. Behind every purchasing relationship there are buyers and suppliers with diverse...

Purpose – In successful purchasing relationships, effective communication is a key factor. The purpose of this paper is to explore whether the choice of communication media is affected by different stages in the relationship development process and by different purchasing contexts: product and...

Purpose – The paper aims to employ transaction cost theory and social exchange theory to compare how buyers and suppliers perceive relationship mechanisms. The paper also explains the antecedents and dynamics of relationship performance by comparing buyer and supplier perceptions of the same...