BUYER-SUPPLIER RELATIONSHIP DEVELOPMENT: AN EMPIRICAL STUDY AMONG DUTCH PURCHASING PROFESSIONALS

2010 ◽  
Vol 18 (02) ◽  
pp. 107-137 ◽  
Author(s):  
MARJOLEIN C. J. CANIËLS ◽  
CEES J. GELDERMAN ◽  
JAN M. ULIJN
Keyword(s):  
Development Stage ◽  
Relationship Development ◽  
Depth Information ◽  
Supplier Relationships ◽  
Quantitative Evidence ◽  
Managerial Implications ◽  
Comprehensive Survey ◽  
Key Aspects ◽  
The Relationship

Case study based literature on relationship development presents in-depth information on contextual factors in relationship development. However, little quantitative evidence is available about key aspects of buyer-supplier relationships in each stage of its development, such as the level of trust/commitment, buyer's and supplier's dependence. The study will try to fill this gap by identifying and quantifying these aspects from the buyer's perspective in each development stage. A comprehensive survey among 238 Dutch purchasing professionals provides evidence on how these characteristics of relationships change when relationships develop over time. The results largely confirm the hypotheses, which stem from the extant literature about organizational dependence and trust/commitment. A notable finding is that the buyer perceives to be dependent on the supplier, even in a desirable relationship. Managerial implications are that: (1) industrial marketers should be aware that professional purchasers feel dominated by them, even in relationships that are positively evaluated and therefore desirable in the view of the buyer; and (2) that purchasers should be aware that dependence implies vulnerability, even when the relationship is still developing in an otherwise desirable way.

scholarly journals Connecting Inward and Outward Internationalisation of Malaysian SMEs: A Learning Approach

2018 ◽  
pp. 264-275
Keyword(s):  
Knowledge Sharing ◽  
Value Chain ◽  
Explicit Knowledge ◽  
Small And Medium Enterprises ◽  
Structured Interviews ◽  
Supplier Relationships ◽  
Study Approach ◽  
Medium Enterprises ◽  
The Relationship

When SMEs are part of global value chain, the flows of information in cross-border buyer-supplier relationships which emerge from inward-outward internationalisation connections should be addressed. This study therefore investigates the learning processes of internationalising small and medium enterprises that engage in inward and outward internationalisation. Hence, this study adopts a qualitative case study approach based on ten cases of the internationalising SMEs in Malaysia. Semi-structured interviews with the Managing Directors of the selected SMEs were conducted over a two-year period. Additionally, participant observations were conducted by attending the meetings related to import-export activities and documentations were gathered for data triangulation Findings of this study highlights that the relationship with key foreign suppliers empowered case firms to connect inward to outward internationalisation through collaborative knowledge sharing. The distribution of knowledge through tacit-tacit and tacit-explicit knowledge sharing underpinned by formal planning was a prerequisite for inward-outward internationalisation connections to be established.

scholarly journals To See Invisible Rights: Quantifying Araman informal tenure and its immediate relationship with Social Forestry in Central Java, Indonesia

2019 ◽  
Vol 3 (2) ◽  
pp. 193 ◽  
Author(s):  
Alex Cummins ◽  
Eiji Yamaji
Keyword(s):  
Land Reform ◽  
Local Communities ◽  
Social Forestry ◽  
Full Understanding ◽  
Simple Task ◽  
Informal System ◽  
Central Java ◽  
Key Aspects ◽  
The Relationship

The process of formalizing traditional, unwritten tenure systems is no simple task. Inaccurate or incomplete representation of the informal system may create more problems for the local communities. As such, a full understanding of the local informal tenure systems is necessary before implementing any type of land reform. This paper discusses a case study conducted in the Tawanmangu area of Central Java, Indonesia, in which the informal system known as Araman is quantified on paper with the help of the Tenure Map tool, survey, and interview. The challenges of quantifying and understanding an informal system are discussed with the following viewpoints: key aspects of the Araman structure, the relationship between the informal Araman system and the formal Social Forestry system also present in the area, and finally comments on the strengths and weaknesses of the Tenure Map tool after using it in the field.

scholarly journals The Factors that are Dictating the Buyer Supplier Relationship in the Retail Market

2018 ◽  
Vol 7 (3) ◽  
pp. 50
Author(s):  
Saba Asghar
Keyword(s):  
Retail Market ◽  
Firm Level ◽  
Supplier Relationships ◽  
Healthy Relationships ◽  
Competitive Edge ◽  
Three Stages ◽  
Key Aspects ◽  
Relationship Of ◽  
The Relationship ◽  
Level Analysis

Healthy relationship among the buyer and supplier is the only way to remain competitive in the incentive market. It is the only way to retain the business and the customers. If buyer and supplier are not having this partnership then they might not be enjoying the best outcomes.The objective of this thesis is to examine the core factors that dictate buyer (Super Market) and Supplier (Distributor) relationship in retail industry. In this research, aspects has been studied that could have affected or affects the relationship of buyer & supplier in positive or negative manner. The research has covered the retail market and will be dictating the key aspects of maintaining the healthy buyer and supplier relationships. This will be helping the retail owners and retail brands to gain the competitive edge from others and always remain ahead. This research will help both the stakeholders of this industry to maintain healthy relationships between them and indicates them that what the issues that create problems between them are.The thesis employed an empirical approach designed in three stages; aggregate and firm level analysis using official data, firm level analysis using survey and finally case studies aimed at providing deeper insights into the underlying issues observed in the survey findings. Three literature strands were adopted: spillover, cluster and network dynamics.

Business relationship framework in Indonesia: relationship marketing vs transaction cost

2016 ◽  
Vol 10 (1) ◽  
pp. 61-77 ◽  
Author(s):  
Anton Agus Setyawan ◽  
Bernardinus Maria Purwanto ◽  
Basu Swastha Dharmmesta ◽  
Sahid Susilo Nugroho
Keyword(s):  
Transaction Cost ◽  
Relationship Marketing ◽  
Depth Information ◽  
Business Relationship ◽  
Content Type ◽  
Business Partners ◽  
Relationship Of ◽  
The Relationship ◽  
Oil Company

Purpose – This paper aims to explore business relationship framework between two companies. In this research, relationship marketing and transaction cost were used as frameworks to analyze business relationship of two different kinds of companies in Indonesia, oil company and hypermarket. Gronroos (1994) defines relationship marketing is establishing, maintaining and enhancing relationships with customers and other partners, at a profit, so that the objectives of the parties involved are met. This is achieved by a mutual exchange and fulfillment of promises. This definition is a key to analyze the relationship of retailer and their supplier. In contrast, Williamson (1980) argued that relationship in business organization is based on their economic interest, and this approach is known as transaction cost approach. In this kind of relationship, business organizations consider cost and benefit of business relationship. Design/methodology/approach – The design of this study is triangulation. Two approaches were used to answer the research questions. A survey involving 204 respondents was conducted. These are companies in Indonesia oil and gas and retail industries. The types of power of those companies were analyzed using descriptive statistic and paired t test. Also, case study was conducted to gain depth information of two companies, with a large number of business partners among the respondents. The design of case study is holistic case study. Findings – The result shows that, in the oil company, the relationship between a company and their supplier is tied on a strict contract. In fact, the relationship of supplier and company in a fuel company based on transaction cost theory. In the retail company, the relationship of supplier and retailer based on trust, commitment and satisfaction. Those three construct are the foundation of relationship marketing. Companies in those two industries tend to use non-coercive power to influence their business partners. Originality/value – This study analyzes type of business relationship in industries in emerging markets. It also discusses type of influence strategy used by companies to control their business partners to gain mutual benefit.

scholarly journals Fan activism, cybervigilantism, and Othering mechanisms in K-pop fandom

2011 ◽  
Vol 10 ◽  
Author(s):  
Sun Jung
Keyword(s):  
Social Action ◽  
Personal Information ◽  
Fund Raising ◽  
Emergency Situations ◽  
Digital Era ◽  
Social Events ◽  
Fan Practices ◽  
Key Aspects ◽  
The Relationship

Korean popular music (K-pop) fandom may serve as a case study to identify both cynical and utopian views of fans' participatory Net activism by addressing three key aspects: fan activism, cybervigilantism, and Othering mechanisms. Fancom (fan company) in the K-pop scene refers to the way fans systematically manage their own stars. These notions of assertive fancom practices address how fans actively participate in sociocultural events such as fund raising, donating to charity, and volunteering in emergency situations. This management may take another turn, however: antifandom surrounds K-pop star Tablo, signifying cybervigilantism of sinsang teolgi (personal information theft), a term referring to the online activities of a group of netizens who seek to expose the personal details of perceived wrongdoers by publishing them online as a form of punishment. The Tablo case revitalized public concern over privacy and the security of personal information in the digital era. Finally, Othering mechanisms in participatory online K-pop fandom display a strong sense of nationalism and even racism, as demonstrated by responses to anti-Korean rhetoric posted on the MySpace page of K-pop idol Jae-Beom. This highlights the relationship between participatory Net activism and nationalistic sentiment active within K-pop fandom. Some K-pop fan practices may have negative connotations, but by engaging with specific civic issues and social events, participatory fan practices encourage people to interact, discuss, and challenge conventional discourses, which may lead to new forms of social action.

Coopetition and framework contracts in industrial customer-supplier relationships

2014 ◽  
Vol 17 (1) ◽  
pp. 43-57 ◽  
Author(s):  
Sylvie M. Lacoste
Keyword(s):  
Price Competition ◽  
Supplier Relationships ◽  
Content Type ◽  
Industrial Setting ◽  
Key Accounts ◽  
Effective Use ◽  
The Relationship ◽  
Business To Business

Purpose – The paper aims to investigate how business-to-business key accounts deal with the consequent tension between cooperation and competition, and how they can resolve that relational paradox, using framework contracts. Design/methodology/approach – The paper argues that the role played by framework contracts can be ambivalent: as a tool to define cooperation with suppliers while simultaneously organising competition within suppliers, but by formalising such ambivalence, it does help to ease the tensions that may arise. To clarify such a conceptual and counter-intuitive ambivalence, the paper uses a case study that shows how framework contracts are used to solve the inherent tensions between cooperation with “preferred suppliers” and their price competition with invited “challengers”, in a competitive bidding situation. Findings – This study is a first step in an investigation of the role of framework contracts in a customer-supplier relationship, aiming to explain their use as they highlight the “coopetitive” nature of the relationship, turning it into something tangible and psychologically acceptable. Research limitations/implications – Because of the complexity of vertical “coopetition” and the research method adopted, the findings may not be generally applicable. Practical implications – This research offers an enlarged perspective for suppliers as well as customers to think over their own relationships (in an industrial setting). Originality/value – Little research has been conducted to date on vertical coopetition and the role and effects of framework contracts in the context of such complex customer-supplier relationships. This case study offers insights for practising managers and academics into the effective use of framework contracts.

scholarly journals Modeling Advertising Practices for Product Involvement and Consumer Impulsivity in Branded Apparel: A Case Study of Indian Consumers

2021 ◽  
Vol 13 (4) ◽  
pp. 2309
Author(s):  
Sufyan Habib ◽  
Nawaf N. Hamadneh ◽  
Abdelaziz Alsubie
Keyword(s):  
Consumer Involvement ◽  
Future Research ◽  
Product Involvement ◽  
Buying Behavior ◽  
Impulsive Buying ◽  
Managerial Implications ◽  
Apparel Companies ◽  
The Relationship ◽  
Apparel Product

The exponential growth of advertising in enhancing consumer impulsivity has drawn the interest of many researchers to explore the various dimensions of advertising and its effective modeling. The branded apparel product market has grown significantly, a large number of competitors have entered into the market with variant quality, and there are a number of attractive advertising practices. The main aim of this study was to analyze the advertising practices and their relationship with consumer product involvement and the impulsive buying behavior of consumers in branded apparel in India. In a survey of 445 Indian customers, the study indicated that advertising practices significantly affect consumer involvement in branded apparel products and enhance their impulsivity toward products. The study also indicated that the level of consumer involvement in the branded apparel product significantly mediates the relationship between advertising practices and consumer impulsive buying behavior. Effective advertising practices will help companies to enhance consumer involvement that will enable branded apparel companies in enhancing consumer impulsiveness toward products. Some of the managerial implications, limitations, and scope of future research are also presented in the study.

scholarly journals Benchmarking Supplier Development: An Empirical Case Study of Validating a Framework to Improve Buyer-Supplier Relationship

2016 ◽  
Vol 7 (1) ◽  
pp. 56-70 ◽  
Author(s):  
Khuram Shahzad ◽  
Ilkka Sillanpää ◽  
Elina Sillanpää ◽  
Shpend Imeri
Keyword(s):  
Business Environment ◽  
Relationship Development ◽  
Supplier Development ◽  
Unique Combination ◽  
General Applicability ◽  
Supplier Relationships ◽  
Integrated Framework ◽  
Academic Researchers ◽  
Supplier Relationship

AbstractIn today’s dynamic business environment, firms are required to utilize efficiently and effectively all the useful resources to gain competitive advantage. Supplier development has evolved as an important strategic instrument to improve buyer supplier relationships. For that reason, this study focuses on providing the strategic significance of supplier development approaches to improve business relationships. By using qualitative research method, an integrated framework of supplier development and buyer-supplier relationship development has been tested and validated in a Finnish case company to provide empirical evidence. It particularly investigates how supplier development approaches can develop buyer-supplier relationships. The study present a set of propositions that identify significant supplier development approaches critical for the development of buyer-supplier relationships and develop a theoretical framework that specifies how these different supplier development approaches support in order to strengthen the relationships. The results are produced from an in-depth case study by implementing the proposed research framework. The findings reveal that supplier development strategies i.e., supplier incentives and direct involvements strongly effect in developing buyer-supplier relationships. Further research may focus on considering in-depth investigation of trust and communication factors along with propositions developed in the study to find out general applicability in dynamic business environment. Proposed integrated framework along with propositions is a unique combination of useful solutions for tactical and strategic management’s decision making and also valid for academic researchers to develop supplier development theories.

scholarly journals Gambaran Perilaku Pencegahan HIV Pada Pasangan Serodiskordan dan Serokonkordan Di Yayasan Grapiks Bekasi Tahun 2020

2020 ◽  
Vol 2 (2) ◽  
pp. 14
Author(s):  
Ravinka Ayundra Putri ◽  
Rita Damayanti
Keyword(s):  
Hiv Prevention ◽  
Hiv Positive ◽  
Depth Information ◽  
Serodiscordant Couples ◽  
Prevention Behavior ◽  
Seroconcordant Couples ◽  
The Relationship ◽  
Depth Interviews ◽  
Hiv Aids

ABSTRAKLatar Belakang. Pencegahan HIV pada pasangan serodiskordan dan serokonkordan berkaitan dengan perilaku yang berfokus pada pandangan dan keyakinan individu. Penelitian tentang HIV menemukan bahwa sebanyak 25% ditularkan oleh pasangannya yang positif HIV.Tujuan. Tujuan penelitian ini adalah mengetahui gambaran perilaku pencegahan HIV pada pasangan serodiskordan dan serokonkordan di Yayasan Grapiks Bekasi.Metode. Penelitian ini menggunakan desain studi kasus dengan pendekatan kualitatif. Pengumpulan data dengan wawancara mendalam melalui WhatsApp call.Hasil. Sebagian besar pasangan serodiskordan dan semua pasangan serokonkordan konsisten menggunakan kondom dan keduanya patuh mengkonsumsi obat ARV. Semua ODHA mengungkapkan status kepada pasangannya tetapi hanya sebagian yang mengungkapkan kepada keluarganya. Pola relasi suami istri pada pasangan serodiskordan adalah head complement, sedangkan pasangan serokonkordan yaitu head complement dan senior junior partner. Pasangan serodiskordan menerima konsekuensi, sedangkan pasangan serokonkordan berharap tidak parah. Pasangan serodiskordan memiliki persepsi manfaat yang rendah dan persepsi hambatan yang tinggi daripada pasangan serokonkordan. Kedua pasangan mendapatkan informasi kurang mendalam tentang penyakit HIV/AIDS dari tenaga kesehatan.Kesimpulan. Terdapat perbedaan perilaku pencegahan HIV pada pasangan serodiskordan dan serokonkordan di Yayasan Grapiks Bekasi. ABSTRACTBackground. HIV prevention in serodiscordant and seroconcordant couples are concerned with behaviors that focus on individual views and beliefs. Studies found that 25% were transmitted by partners who were HIV positive. Objective. This research aims to determine the description of HIV prevention behavior in serodiscordant and seroconcordant couples at the Bekasi Grapiks Foundation.Methods. This study used a case study design with a qualitative approach. Data collection by in-depth interviews via WhatsApp call.Results. Most serodiscordant and all seroconcordant partners consistently used condoms and both partners adhered to taking ARV drugs. All PLWHA disclose their status to their partners but, some disclose to their families. The relationship pattern in serodiscordant couples is the head complement, while seroconcordant couples are head complement and senior junior partner. The serodiscordant partner accepted the consequences, whereas the seroconcordant partner hoped not to be severe. Serodiscordant couples have less benefit and high resistance than seroconcordant couples. Both partners received less in-depth information about HIV/AIDS from health workers.Conclusion. There are differences in HIV prevention behavior between serodiscordant and seroconcordant couples at the Bekasi Grapiks Foundation

scholarly journals Successive failure, repeat entrepreneurship and no learning: A case study

2011 ◽  
Vol 9 (1) ◽  
Author(s):  
Marius Pretorius ◽  
Ingrid Le Roux
Keyword(s):  
Single Case ◽  
Design Approach ◽  
Research Purpose ◽  
Single Case Study ◽  
Learning From Failure ◽  
Managerial Implications ◽  
Value Add ◽  
The Relationship

Orientation: Current theories of repeat entrepreneurship provide little explanation for the effect of failure as a ‘trigger’ for creating successive ventures or learning from repeated failures. Research purpose: This study attempts to establish the role of previous failures on the ventures that follow them and to determine the process of learning from successive failures.Motivation for the study: Successive failures offer potentially valuable insights into the relationship between failures on the ventures that follow and the process of learning from failure.Research design, approach and method: The researchers investigated a single case study of one entrepreneur’s successive failures over 20 years.Main findings: Although the causes varied, all the failures had fundamental similarities. This suggested that the entrepreneur had not learnt from them. The previous failures did not trigger the subsequent ventures. Instead, they played a role in causing the failures. Learning from failure does not happen immediately but requires deliberate reflection. Deliberate reflection is a prerequisite for learning from failure as the entrepreneur repeated similar mistakes time after time until he reflected on each failure.Practical/managerial implications: It confirms that failure is a part of entrepreneurial endeavours. However, learning from it requires deliberate reflection. Failure does not ‘trigger’ the next venture and educators should note this.Contribution/value-add: Knowing the effect of failure on consecutive ventures may help us to understand the development of prototypes (mental frameworks) and expand the theory about entrepreneurial prototype categories.

Sign in / Sign up

Export Citation Format

Share Document