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...

Purpose – Previous research has reported that the adoption of a strategic purchasing orientation (SPO) requires closer relationships with key suppliers and greater long‐term planning in supply management. This paper aims to develop a generic framework for the evaluation of key supply...

Purpose – The purpose of this paper is to explore a central issue in industrial marketing, namely the buyer‐seller relationship, by focusing on how its development influences and is influenced by the use of B2B e‐commerce strategies. More specifically, the paper aims at identifying what...

Purpose – This study seeks to: empirically measure relationship orientation along a continuum from operation to strategic; evaluate the impact of relationship orientation on the actual activities implemented within the relationship; and determine the impact of these relational activities on...

Purpose – This study aims to identify the types of relationships that intermediaries form with their suppliers and customers in the apparel supply chain and their implications for performance. Design/methodology/approach – Cluster analysis was conducted on the supplier and customer...

In this paper, a server‐based enterprise collaborative management system using enterprise application integration technology is developed for trial implementation at Honeywell Consumer Products (Hong Kong) Limited, in the area of supplier relationship management. The system facilitates...

The topic is the construct of interactive vulnerability in buyer‐seller relationships based upon mutual time‐ and relationship‐dependencies. The research is based upon a selection of focal dyads between a vehicle manufacturer and its most important suppliers. The principal contribution is...

Purpose – To improve the understanding of the inter‐organizational dynamics of the dyadic relationships between a buyer and provider of logistics services (TPL dyads). Design/methodology/approach – Analyzes the preparation, implementation, and operation of a particular case of third party...

Purpose – The purpose of this paper is to propose a means‐end value chain framework to understand two supply chain party's values by presenting a value‐matching framework. Design/methodology/approach – Using means end theory, qualitative data from third party logistics (3PL) providers...

Purpose – Effective management of suppliers is one of the ways manufacturing companies can improve their performance. Typically, it has been argued in the literature that close relationships with suppliers should be developed, in contrast to the traditional price‐driven transactional...