Increasingly managers speak in terms of partnerships when they refer to their buyer‐supplier relationships. While both suppliers and customers can achieve better performance in close co‐ordinated relationships, not all relationships result in mutual benefit. Explores what buyers and sellers...

A range of wine retailers identified critical incidents that had occurred with their suppliers. The resulting classification of the problems differed from previous consumer studies by revealing primarily outcome problems, such as timeliness of delivery or delivery of complete order, rather than...

Examines the nature of the search process used by international firms in identifying trading partners in emerging markets, and to what extent systematic information collection on potential partners is likely to enhance the choice of satisfactory partners. The results, based on 46 Dutch...

As with all relationships, it is commonly agreed on that partners in business must have a high degree of commitment towards their relationship. If commitment is lacking, the relationship will soon come to an end. Affective commitment, that is commitment based on attraction between partners, is...

Internet‐centred business models have proved to be an effective means of conducting business‐to‐business (B2B) commerce in many industry sectors. As an interactive and instantaneous medium, the Internet provides firms with a new platform – commonly referred to as electronic marketplaces...

A cornerstone of relationship marketing is a shared understanding by suppliers and buyers about the nature of the relationship itself. This research empirically examines one aspect of this issue: whether internal work relationships between departments affect the expectations about cooperation...

A better understanding of relational interdependency can help a buyer manage an effective level of commitment with a supplier and, consequently, increase successful exchange outcomes. The buyer which successfully manages relational commitment, encourages the supplier to make...

Purpose – Despite the extensive body of research on the relationship between trust and performance in a supply chain environment, the concepts and the relationship between them has not been fully understood. The purpose of this paper is to develop a model that links the antecedents of trust,...