Supplier relationships: Emerging issues and challenges

Sheth, Jagdish N.; Sharma, Arun

doi:10.1016/s0019-8501(96)00153-8

Cited by 273 publications

(171 citation statements)

References 15 publications

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“…At some point, the market has been replaced by the term relationship passes from customer satisfaction in the short term to long term. (Sheth & Sharma, 1997;Freytag & Clarke, 2001) emphasize the need for a shift from transaction-oriented marketing strategy to relationship-oriented strategy, in response to the growing turbulence in the market and pressures to improve performance.…”

Section: Buying Of Smes and Business Network Approachmentioning

confidence: 99%

The Application of Business Network Approach for Small and Medium Enterprises (SME) with regard to their Buying Behavior

Ludmila¹,

Grosová²

2015

JOC

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This paper presents a research study on Business Network (BN) approach within Small and Medium Enterprises (SME) based on the customer´s buying behaviour. We believe that the interconnection of BN, SME and buying behaviour is not sufficiently explored and there is a need for further studies in this respect. The main focus of this study is the explanation of customer´s buying behaviour in Business to Business market (B2B) which is motivated by customer´s effort to find a solution to his/her problems of rationalization or development. One of the major existing problems for SME is lack of resources (financial, human, technological) needed for the implementation of customer requirements (customer purchase). Lack of resources can be used from company´s Business Network of suppliers and customers. Therefore, not only it is necessary for SME to know their BN and develop relationships with their own suppliers and customers, but also with suppliers of their customers. Using BN approach has resulted in creating strong relationships in BN, thus building a stronger network and gaining a competitive advantage for SME. The BN approach was applied in the market of manufacturing plastics companies which face great competition from SME in Zlín region.

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Section: Buying Of Smes and Business Network Approachmentioning

confidence: 99%

The Application of Business Network Approach for Small and Medium Enterprises (SME) with regard to their Buying Behavior

Ludmila¹,

Grosová²

2015

JOC

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“…These levers are used the least across all portfolio quadrants. A dominant credo in existing research is the superiority of relationship-orientation over transaction-orientation in purchasing Sheth and Sharma, 1997). However, this study revealed contrary findings, as transaction-oriented sourcing levers clearly dominated relationship-oriented ones in all portfolio quadrants.…”

Section: Chapter 7: Summary and Conclusioncontrasting

confidence: 75%

“…However, they have been used the least across all portfolio quadrants. For several years, many scholars assumed superiority of relationship-orientation over transactionorientation in the context of purchasing Sheth and Sharma, 1997). However, this study yielded contrary findings.…”

Section: Contributions and Implications: When Discussing The Kraljič contrasting

confidence: 73%

Tactics at the category level of purchasing and supply management: sourcing levers, contingencies and performance

Hesping¹

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“…Some researchers [26,27] further underpin the strategic decision-making role of relationship in SCI in terms of supply chain design and configuration. Other researchers discuss the critical role that supply relations played in obtaining competitive advantage in today's fast changing business environment [28,29].…”

Section: Literature Reviewmentioning

confidence: 99%

Modelling the supply chain perception gaps

Lü

Ertek

Betts

2013

Int J Adv Manuf Technol

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This study applies the research of perception gap analysis to supply chain integration and develops a generic model, the 3-Level Gaps Model, with the goal of contributing to harmonization and integration in the supply chain. The model suggests that significant perception gaps may exist among supply chain members with regards to the importance of different performance criteria. The concept of the model is conceived through an empirical and inductive approach, com-bining the research discipline of supply chain relationship and perception gap analysis. First hand data has been collected through a survey across a key buyer in the motor insurance industry and its eight suppliers. Rigorous statistical analysis testified the research hypotheses, which in turn verified the validity and relevance of the developed 3-Level Gaps Model. The research reveals the significant existence of supply chain perception gaps at all three levels as defined, which could be the root causes to underperformed supply chain.

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Supplier relationships: Emerging issues and challenges

Cited by 273 publications

References 15 publications

The Application of Business Network Approach for Small and Medium Enterprises (SME) with regard to their Buying Behavior

The Application of Business Network Approach for Small and Medium Enterprises (SME) with regard to their Buying Behavior

Tactics at the category level of purchasing and supply management: sourcing levers, contingencies and performance

Modelling the supply chain perception gaps

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