Purpose – The purpose of this research is to understand factors related to increased customer purchases from suppliers during different stages of the customer‐supplier relationship. Design/methodology/approach – A survey of 372 professionals in the paper industry was conducted to...

Purpose – This study aims to investigate the effects of perceived tangible and intangible resource inequity and the moderating effect of long‐term orientation on future collaboration. Design/methodology/approach – Outcome and moderating measures were developed using structural equation...

Purpose – The study aims to explore information behaviour and its potential impact on buyer‐supplier relationships in electronic reverse auction (e‐RA). In spite of the widely assumed benefits of e‐RAs, recent studies have identified negative effects of e‐RAs on buyer‐supplier...

Purpose – The purpose of this paper is to develop theory on effective buyer‐seller interaction for different types of business services. A classification of business services which identifies four service types based on how they are used by the buying company is used....

Purpose – There have been many studies on topics related to supplier relationship management (SRM), namely purchasing strategy, supplier selection and development, and collaboration with suppliers. However, these studies have not suggested a solution based on an integrative concept, as they...

Purpose – The purpose of this paper is to examine the key recommendations of early practitioners of purchasing management regarding supplier relationships and how policies and practices for obtaining lower unit prices affect buyer‐seller relationships. Design/methodology/approach – The...

Purpose – Increasingly, supplier relationship management (SRM) is being viewed as strategic, process‐oriented, cross‐functional, and value‐creating for buyer and seller, and a means of achieving superior financial performance. This paper seeks to describe a macro level cross‐functional...

This research examines the importance of a set of underlying variables, such as willingness of the supplier to adapt to the dealer, built‐up relationship bonds, costs of terminating the relationship, level of shared values, formal and informal communication between the participating parties,...

Purpose – To investigate how supply‐chain partners can achieve collaboration under varying circumstances (transactional types) by developing trust‐based social foundations and by utilizing electronically mediated exchange. Design/methodology/approach – A conceptual framework illustrates...

Purpose – The article aims at contributing to a better understanding of the interdependence between supply management and the strategic position of the buying firm. Design/methodology/approach – The research follows a qualitative analysis of two cases: Adira, a family‐owned manufacturer of...