Successful buyer–supplier relationships

Rogers, Helen; Fells, Ray

doi:10.1177/2055563618763037

Cited by 28 publications

(3 citation statements)

References 32 publications

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“…This finding echoes the studies that effective and efficient two-way communication is a vital ingredient of SRM (Shahzad et al , 2018; Yang et al , 2017; Wang et al , 2016; Kim and Chai, 2017); corroborates the findings that communication helps improve the operational connectivity of the activities between buyers and suppliers and enables them to handle complexity and thereby improve their respective performances (Tangus et al , 2015; Gadde et al , 2010; Kearney, 2013); and supports the study that communication can help in relationship management and negotiation skills among parties in the supply chain (Rogers and Fells, 2017). The finding thus shows that communication can enhance the conceptualization and development of SRM and allows for supplier integration to generate superior performance for both private and public hospitals.…”

Section: Discussion On Findingssupporting

confidence: 69%

Supplier relationship management and organizational performance of hospitals in an emerging economy context

Oduro

Nyarku²,

Gbadeyan

2020

JM2

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Purpose Integrating the social exchange and resource dependency theories, the study aims to comparatively examine the supplier relationship management (SRM) dimensions and organizational performance links of private and public hospitals in Ghana. Design/methodology/approach Comparative in nature; employing a quantitative approach; and using simple random and convenience sampling techniques, the study tested the proposed hypotheses using structural equation model-partial least square based on 205 usable questionnaires. Partial least square-multigroup analysis (PLS-MGA) was performed to test the significance of the difference in the parameters between the two samples: private and public hospitals in Ghana. Findings The dimensions of SRM (communication, cooperation, trust, atmosphere and adaptation) have a significant, positive impact on private hospitals’ performance in Ghana. Similarly, communication and trust were found to be positively and significantly correlated to public hospitals’ performance. In contrast, cooperation, atmosphere and adaptation dimensions showed no significant, positive effect on public hospitals’ performance. PLS-MGA disclosed that these observed differences in the findings between the private and public hospitals in Ghana are statistically significant. Research limitations/implications The findings of the study, while limited to hospitals in Ghana, are likely to be relevant in other emerging economies for effective and enhanced supply chain relationship management. Practical implications The findings provide pragmatic insights for marketing practitioners and organizational leaders of hospitals about the significance of SRM dimensions in today’s globalized marketplace, and how to nurture them to enhance organizational performance. Originality/value The value of the study lies in the examination of the relationship between SRM and organizational performance in the health sector by comparing private and public hospitals in an emerging economy context.

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Section: Discussion On Findingssupporting

confidence: 69%

Supplier relationship management and organizational performance of hospitals in an emerging economy context

Oduro

Nyarku²,

Gbadeyan

2020

JM2

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“…Supply chain member relationships that lack the balance of dependency and interdependency cause power variations, eventually contributing and leading to unfair business practices (Barber 2011). With a focus on the buyer-supplier relationship, it is observed that contract problems, changes to contracts, 'unfair contracts', interpersonal issues and questions of ethical behaviour are often deemed unfair business practices (Rogers & Fells 2017).…”

Section: Introductionmentioning

confidence: 99%

Exploring supply chain business bullying of small and medium-sized business suppliers by dominant buyers in the apparel retail sector in Gauteng

Nabee

Swanepoel

2021

The Southern African Journal of Entrepreneurship and Small Busi

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Background: Issues relating to dominant behaviour and bullying practices in supply chains are mostly not reported. Some evidence exists of unfair business practices in the apparel retail sector, but the extent and nature of such practices in South Africa, as well as the business implications for small and medium-sized enterprises (SMEs), have not been researched. The reason could be the sensitive nature of these issues and possible adverse implications for the SMEs supplying apparel to the retailers in Gauteng.Aim: The primary research objective is to determine the incidence and type of supply chain dominance experienced by SMEs in the retail apparel sector in Gauteng, as well as the business implications of such dominant behaviour and how SMEs cope with it.Setting: The setting for this study was the business premises of SME apparel suppliers in Gauteng.Methods: Qualitative semi-structured in-depth interviews were conducted with seven SMEs that were apparel suppliers to the large retailers in Gauteng, to obtain the supplier perspective.Results: Six of the seven SMEs had experienced some form of bullying behaviour by large retailers in the apparel sector, such as late payments and long payment terms. For some of these SMEs, it had serious financial implications. Meaningful insight is provided into this supplier–buyer relationship between SMEs and large retailers in the apparel sector in Gauteng.Conclusion: This is the first study in South Africa investigating supply chain dominance, in particular supply chain bullying of SME suppliers through unfair business practices by dominant buyers in the apparel sector.

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“…Buyer–supplier relationships are dynamic and susceptible to a range of pressures during the implementation of contractual arrangements (Rogers and Fells, 2017). To achieve collective goals of the relationship and minimize conflicts, exchange partners use contracts to specify responsibilities and roles for the parties involved in an exchange relationship.…”

Section: Introductionmentioning

confidence: 99%

Contractual safeguarding of specific assets in cross-border and domestic buyer–supplier relationships

Mwesiumo

Buvik

Andersen

2018

Journal of Strategic Contracting and Negotiation

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Safeguarding specific investments and mitigation of potential opportunistic behaviours are among the most prominent functions of formal contracting in buyer–seller relationships. Extending the extant literature, the present study investigates the relationship between specific investments and the extent of formal contracting in cross-border and domestic relationships. Based on a sample of 156 buyer–seller relationships, the analysis shows that there is a positive association between specific investments and the extent of formal contracting. However, the emphasis on formal contracting is stronger in cross-border relationships than in the domestic ones. Interestingly, the association between specific investments and formal contracting becomes even stronger in cross-border relationships.

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Successful buyer–supplier relationships

Cited by 28 publications

References 32 publications

Supplier relationship management and organizational performance of hospitals in an emerging economy context

Supplier relationship management and organizational performance of hospitals in an emerging economy context

Exploring supply chain business bullying of small and medium-sized business suppliers by dominant buyers in the apparel retail sector in Gauteng

Contractual safeguarding of specific assets in cross-border and domestic buyer–supplier relationships

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