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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 relationships of 90 trade intermediaries in the apparel industry. Findings – Three configurations were identified: moderately dependent relationships with suppliers and customers and moderate flexibility upstream; highly dependent relationships with suppliers and customers but low flexibility upstream; and relationships with suppliers and customers that are low in dependence. Performance of firms using these configurations differed. Firms that cultivated some dependence upstream and downstream performed best. Firms with highly dependent relationships with suppliers and customers but low flexibility upstream performed almost as well. This group was highly skilled in relationship management. Firms that maintained low dependence with suppliers and customers performed the worst. Research limitations/implications – Findings were based on a limited sample of 90 firms. Relationship configurations may differ in other industries, e.g. car industry. Practical implications – For a supply chain to be effective, firms need to consider how they structure the relationships along the supply chain to facilitate the flow of information, goods and resources. Originality/value – Prior research has considered relationships as independent dyads. This study looks at tripartite relationships involving suppliers and customers in the supply chain. [ABSTRACT FROM AUTHOR]

Purpose – Inter-firm learning, or dyadic learning, has been studied extensively in recent years: however very little attention has been devoted to extending the concept to an international context and no formal definition exists. The purpose of this paper is to propose "cultural adaptation" as a special form of international dyadic learning and link it to supply relationship performance. Design/methodology/approach – Case studies were conducted in four Chinese-Western buyer-supplier relationships, providing cross-case replication, employing qualitative and quantitative methods. Data were triangulated by questionnaires, semi-structured interviews, and documentation. Findings – Qualitative and quantitative evidence shows that cultural adaptation can lead to mutual benefits (relationship rents) and inbound spillover rents for both parties in a supply relationship. Research limitations/implications – Using four cases and a small sample of key informants completing the questionnaire limits generalisability of findings. Practical implications – The paper develops the causal relationship between cultural adaptation and mutual benefits motivating managers to adapt culturally. It emphasizes that the current relationship performance measures should include guanxi quality in order to adapt to the Chinese context. Originality/value – Building on extended resource based theory, stating that strategic resources may lie beyond a firm's boundary and that relational and inbound spillover rents may be obtained from the relationship, the research contributes to dyadic or inter-organisational learning literature by empirically building causal relationships between cultural adaptation (as a form of international dyadic learning) and associated mutual benefits (relational and inbound spillover rents), using multiple data sources and methods and tentatively redefining the dyadic learning concept. [ABSTRACT FROM AUTHOR]

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 relationship effectiveness and business performance. Design/methodology/approach – A survey research design following the total design method was used to collect the data. Multi-item measures were developed to measure relationship orientation and relational activities while existing scales were used to measure competitive intensity and relationship outcomes. The study sampled purchasing managers and the unit of analysis in this research was the business relationship between a buying firm and supplier firm. Findings – This study provides evidence that relationship orientation has a direct and positive influence on the manner in which buying firms execute relationships with supplier organizations. Additionally, the findings suggest firms with a strategic orientation would have a greater likelihood to implement the relationship in terms of utilization of interorganizational guidelines and resource commitment. Similarly, firms that have a more operational orientation would likely not expend as much effort in relationship implementation. Finally, the study demonstrates a positive relationship between the activities used in buyer-supplier interaction and both relationship effectiveness and business performance. Originality/value – This paper contributes to the understanding of relationship orientation and in particular on how variation in relationship orientation impacts the nature of relational activities deployed in buyer-supplier interaction. [ABSTRACT FROM AUTHOR]

Purpose – Since the 1990s the fashion industry has reflected the issues generally arising in the manufacturing sector, namely rapid and deep structural changes, the development of new supply chain relationships, ICT impacts and increasing globalisation with the attendant issues of ethical sourcing, off-shoring, new emerging markets and recessionary ripples. This paper focuses on one particular aspect of the fashion industry, namely the apparel sector, and in particular "fast fashion" to explore the issues arising for the SMEs in the supply chain. Design/methodology/approach – The research adopts a qualitative methodology and is longitudinal in nature, spanning five years from August 2006. The first stage of the research is reported here, where a series of focussed interview scenarios were conducted over an 18-month period. The sample of 12 SMEs was a convenience one, drawn from the 30 participants who took part in a business-to-business event in Leicester, a geographical location which acts as a microcosm of the apparel industry. Interviews were used to elicit narrative data about what was actually happening in these apparel supply chains. Findings – The apparel supply chain has changed significantly due to recessionary ripples and structural changes. SMEs have had more success in managing the upstream rather than the downstream relationships and relationships between buyers and suppliers continue to be fractious. Innovation has occurred but is hampered by the relationships that persist. Culture has proved to be a key dimension. Research limitations/implications – There is a lack of research on supply chains, especially, apparel supply chains that focus on reality rather than best practice. The relationships that are exerted in the supply chain and the cultural aspects that influence them have also lacked academic focus. Originality/value – The paper adds empirical data to the paucity of theoretical work in the area by the construction of a model that articulates the key factors (relationships, innovation and culture) that operate within cluster supply chains. It also identifies the unequal relationships and how SMEs devise strategies to cope or not, to some extent dependent on their culture. [ABSTRACT FROM AUTHOR]

Purpose – The purpose of this study is to develop a scale and model to measure suppliers' satisfaction index (SSI) in buyer-suppliers relationships. Design/methodology/approach – Based on the literature review and opinion of the suppliers, this paper first explores the factors that influence suppliers' satisfaction (SS). Subsequently a questionnaire is designed based on these factors and survey was conducted among 300 suppliers' organizations. Partial least square (PLS) approach is used to validate the model and investigate the relationships of factors or constructs with SS. Finally, the authors compute the extent of SSI using analytical hierarchy process (AHP). Findings – The results indicate that purchase policy, payment policy, coordination policy and corporate image of the buying firm have positive impact on SS. The purchase policy and corporate image have strong impact on SS compared to other factors. The computed value of SSI in this study is 65.25 on the scale of 1-100. Research limitations/implications – The data used in this study are collected only from the suppliers of an Indian PSU. The proposed method can also be used by other industries for measuring the value of SS. In the future, one can carry out a study by measuring the satisfaction of both parties simultaneously. Moreover, generalizability of the findings to other industries or other countries is open to scrutiny. Originality/value – This paper develops a new scale to measure SS and explores the relationships of different factors with SS and among each other. Finally, a method is proposed to compute the current level of SSI. [ABSTRACT FROM AUTHOR]

Purpose – The objective of this paper is to characterise the transactions between European buyers and Brazilian mango and grape producers. Design/methodology/approach – The method selected for this paper was multiple case studies. The Brazilian mango and grape supply chains' export activities to Europe were investigated. The field research was undertaken in Brazil, Germany, The Netherlands and the UK. In total, 41 face-to-face interviews were carried out. Findings – The supermarkets' literature tends to generalise the strategies of retailers focusing on differentiation and preferred suppliers. However, in empirical research conducted in the UK, Germany and The Netherlands it is possible to conclude that the procurement strategies of supermarkets can vary sharply. The results reveal the presence of different agents who demand different quality standards. The level of intensity depends on consumer behaviour, the features of product commercialised and the characteristics of the production segment in each country. Research limitations/implications – First, in relation to the empirical method there is a limitation because the case study does not allow statistical generalisation. Consequently, it will be interesting to undertake quantitative research in order to quantify the variables presented and their impact on the structure of value chains. Second, the research focuses only on two stages of the supply chain, producers and buyers. Practical implications – The differences between UK and German supermarkets challenge the supermarket literature, which tends to generalise the strategies of retailers focusing on differentiation and preferred suppliers. Originality/value – The study shows that the issue of influence and activities of retail agents along the value chain can be analysed taking several variables into consideration: the products commercialised; the distribution segment; and the consumer market. This result opens the way for analysing different structures of the value chain and the impact of these differences on the entry of producers for developing countries into the global market. [ABSTRACT FROM AUTHOR]

Purpose – The purpose of this paper is to investigate the impact of different dimensions of supply chain integration on performance, while considering both the interconnections between these supply chain integration dimensions and the effect of context. Specifically, the authors investigate the relationship between two enablers (communication infrastructure and cooperative behaviour) and two practices (planning information and joint improvement), and the moderating effect of supply complexity on their relationship with performance. Design/methodology/approach – A survey among 145 Dutch and Spanish manufacturers is used to gather data on the buyer-supplier relationship. Both the sample and two subsamples – for high and low supply complexity – are analysed using SmartPLS. Findings – The paper finds that two dimensions – communication infrastructure and cooperative behaviour – enable the two collaborative practices: joint improvement and planning information. All mentioned supply chain integration dimensions, except joint improvement are related to performance, but specifically if the supply complexity is high. Among these dimensions the effect of cooperative behaviour is relatively high. Originality/value – This paper adds to our understanding of how contingencies influence the supply chain. It is the first paper that investigates the moderating effect of the complexity of the process of delivery (supply complexity) on the effectiveness of supply chain integration practices. [ABSTRACT FROM AUTHOR]

Purpose – The purpose of this study is to examine a buyer's adoption of servitization and the associated implications for the relationships with its suppliers. Design/methodology/approach – The authors use the case study approach to examine the tripartite relationship between a manufacturing company and two of its two suppliers. The paper explores the perspectives of employees on multiple organisational levels, and collects evidence on both sides of a relationship. The authors use template analysis utilising Cannon and Perreault's relationship connectors framework to analyse the data. Findings – There are overarching implications of servitization adoption for buyer-supplier relationships. The implications are notable in all five relationship connectors. Parties expected more open exchange of information, operational linkages were strengthened and changes in the structural arrangements of relationships were witnessed. Legal contracts are complemented by relational norms. The authors also observed a departure away from a win-lose mentality and increased levels of supplier adaptation to support the buyer's provision of integrated solutions. Research limitations/implications – The findings are confined to this tripartite relationship and to an extent are context specific. Practical implications – The study unveils buyer-supplier relationships in a servitized context and provides managers with a better understanding of some of the potential implications that the adoption of a servitization strategy may have for managing buyer-supplier relationships. Originality/value – This is the first empirical study that explores the implications of servitization on buyer-supplier relationships. It advances the understanding of the implications that the adoption of servitization has on the manner in which two parties interrelate and conduct commercial exchange. [ABSTRACT FROM AUTHOR]

Purpose – The purpose of this paper is to explore the applications of postponement strategy in the textile and apparel industry, with a particular focus on the supply chain structure, relationships and enabling activities supporting postponement strategy across the supply chain. Design/methodology/approach – For this research, a case study approach, supported by structured interviews, was adopted. The purpose was to explore the application of postponement with the objective of gathering considerable data from an organization or multiple organizations to develop the clearest possible picture of the phenomenon. Findings – The nature of product, downstream demand and the supply chain structure impacts the choice of postponement strategy. Companies operating with manufacturing and logistics postponement share data across their supply chain extensively, while companies adopting purchasing postponement work towards enhancing suppliers' capabilities and fostering relationships across their supply chains. Research limitations/implications – The case study method limitations include lack of rigor and statistical generalization, small sample size and convenience sampling and lack of establishment of causal relationship. However a thorough study design and process can make case-based research more rigorous and reliable, but caution still needs to be exercised while applying findings on differing scenarios. Originality/value – The case studies depict the application of postponement and the enabling supply chain structures. Previous studies have either looked on the organizational perspective or supply chain perspective with regards to the power and dependence attributes. These cases look at the interaction routines and structures among the supply chains. [ABSTRACT FROM AUTHOR]

Purpose – The aims of this paper are: to argue the role of Kelley's personal relationship theory (PRT) in explaining the maintenance and success of alliance outcomes; to argue the inclusion of communication between supply chain partners as a major component of relationship capital in addition to trust and commitment; to test the impact of interdependence between supply chain partners on strategic alliance outcomes; and to test the role of relationship capital as a mediating construct between interdependence. Design/methodology/approach – A questionnaire was constructed and sent to 2,156 supply chain managers in Malaysia. The questionnaire captured three constructs: interdependence – task, goal and reward; relationship capital – trust, commitment, and communication; and strategic alliance outcomes – goal, value-creation, and re-evaluation. The companies were selected randomly from the Federation of Malaysian Manaufacturers (FMM) directory. Structural equation modeling (SEM) was used to test the hypotheses. Findings – The major findings are: communication must be included as a major component of relationship capital in addition to trust and commitment; Kelley's PRT plays a prominent role in explaining the maintenance and success of strategic alliance outcomes; interdependence has a significant relationship with relationship capital; relationship capital has a significant relationship with strategic alliance outcomes; and relationship capital acts as a pure mediator between interdependence and strategic alliance outcomes. Originality/value – This research contributes significantly to the theoretical and empirical developments that enrich the strategic alliance literature. [ABSTRACT FROM AUTHOR]

Purpose - The paper aims to employ transaction cost theory and social exchange theory to compare how buyers and suppliers perceive relationship mechanisms. The paper also explains the antecedents and dynamics of relationship performance by comparing buyer and supplier perceptions of the same relationships. The paper specifically focuses on the issue of relationship success and test the hypothesis that the antecedents of perceived relationship success for buyers differ from those of suppliers within supply chain relationships. Design/methodology/approach - The paper is based on a study of the supply chain relationships of a major ICT company where matched pairs of buyers and suppliers were surveyed on the nature of their relationships. The survey instrument drew from previously published constructs on key relationship dimensions such as trust, commitment, power, communication, uncertainty and performance. A series of nested measurement models were then developed and tested for the two groups - buyers and suppliers. Findings - The study found that buyers and suppliers have significantly different perceptions of their relationships across a range of dimensions. In addition, the antecedents of relationship success for both groups bear little similarity, thus supporting our hypotheses. Originality/value - The paper directly compares transaction cost theory and social exchange theory and finds that both are useful in explaining success in buyer-supplier relationships. Methodologically, the paper is unique due to the combination of over 100 matched buyer-supplier dyads with a comprehensive survey of relationship constructs. Given the use of both transaction cost and social exchange theory, the breadth of the dimensions studied, the unique access to practitioners gained and the nature of the matched-pair data, this paper is an important contribution to the literature on relationship management. Furthermore, the findings indicate a rich seam of potential future research topics. [ABSTRACT FROM AUTHOR]

Abstract: In global business-to-business markets, shared resources between buyers and suppliers often result in competitive advantages and enhanced relationships between firms. Unfortunately, there is a paucity of research regarding learning capabilities between business partners in a cross-border setting. This study takes the approach to integrate customer value literature into interorganizational learning theory and adopts the often-neglected theoretical perspective of transaction value by contextualizing inter-firm collaboration in terms of relationship learning and value co-creation viewed by both the buyers and sellers in one single study. Through the development of a conceptual framework that examines how global environmental and inter-organizational conditions influence learning capabilities, the study investigates how relationship learning influences relationship value for both supplying and buying firms. Using a survey of 126 cross-border dyads in the industrial chemical, packaging, consumer durable, and apparel industries, the authors show how relationship learning is valued by both buyers and suppliers, and how it is critical when viewing the “supplier as a customer.” The results indicate the strategic nature of relationship learning in maintaining cross-border business-to-business relationships. Simultaneously, the findings provide evidence that cultural distance is not a significant influence on the firm''s propensity to share knowledge with its global partners. It helps advance our understanding of the significance of cultural-pollination in the era of globalization. [Copyright &y& Elsevier]

Purpose - This paper aims to add a cultural-relational dimension to the supply chain risk management (SCRM) literature. Design/methodology/approach - Inter-firm learning and cultural adaptation literatures are reviewed, missing themes identified and a conceptual model proposed. Findings - The authors define the problem of supply chain relational risk (SCRR) and explain the cultural differences between China and the West, which form a subset of SCRR. They then propose cultural adaptation as the solution to this problem. Two missing themes are identified concerning the process of cultural adaptation between China and the West and the causal relationship between cultural adaptation and partnership performance. Research limitations/implications - This is a conceptual paper based on secondary data. Practical implications - Cultural differences between China and the West impact the relational risks facing Western buyers and their Chinese suppliers. To create a mutually beneficial partnership, it is necessary for both parties to understand the cultural differences and the process of cultural adaptation. ultimately, the paper will help firms mitigate the relational risks associated with cultural differences. Originality/value - The paper extends prior work in the area of SCRM by adding a relational-cultural dimension. With a view to mitigation of SCRRs, the authors develop a conceptual process model, which describes a relationship-building process incorporating cultural adaptation for the creation of a mutually beneficial partnership, which features a hybrid cultural interface. [ABSTRACT FROM AUTHOR]

Purpose -- The strategic importance of sourcing is inherent in the positioning of the purchasing operation in a supply chain and supplier evaluation -- a crucial step in sourcing -- is a complex multicriteria decision making (MCDM) problem. The purpose of this paper is to provide a meta-model for supplier evaluation and order quantity allocation, based on a MCDM method, namely the Analytic Network Process (ANP) and a multiobjective mathematical programming method (MOMP), the AUGMECON. Design/methodology/approach -- The proposed approach consists of two parts. The former develops and applies the ANP method in order to evaluate the suppliers in qualitative terms. The latter implements the AUGMECON method in order to find the Pareto optimal solutions for the allocation of order quantities in a multiple sourcing environment. The integrated meta-model is exposed through an illustrative case concerning the parapharmaceutical enterprise cluster in Greece. Findings -- The proposed meta-model constitutes an efficient method that enables managers to actively participate in the decision making process and exploit the "qualitative value" of their suppliers, while minimizing the costs and the mean delivery times. In addition, it is proved to be suitable for the enterprise clusters, as it adapts a multiple sourcing strategy and enhances the partnership among the members. Research limitations/implications -- The outcome of the model is highly dependent on the inputs provided by the decision maker. Moreover, the ANP method is computational intensive, but this limitation can be alleviated by appropriate software tools. Originality/value -- The proposed meta-model is an innovative approach for decision making in the area of multiple sourcing and order allocation. [ABSTRACT FROM AUTHOR]

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 kinds of B2B electronic interactions are imposed by influential buyers; exploring the link between these electronic interactions and the buyer-seller relationship; and seeing how influential buyers and SME suppliers adapt their own strategies in this online environment. Design/methodology/approach - The multi-case study methodology was used to allow for rich data collection and analysis and to support the discovery of patterns. Findings - The results indicate that large buyers use specific e-commerce processes and tools for the different relationships they have with their SME suppliers. The latter must adapt to these requirements to attain the next relationship level or risk forfeiting their established position. When a supplier reaches the new level, other requirements arise, forcing it to continuously adapt its e-commerce strategy. Research limitations/implications - The model proposed in this paper can serve as a tool to align B2B e-commerce strategies and buyer-seller relationship levels. Practical implications - Some SME suppliers have developed a competitive advantage by going through this cycle faster than their competitors. The following relationship stages were observed: pre-relationship, spot relationship and contractual relationship. Interestingly, there was no collaboration stage in the relationships studied. Originality/value - The paper contributes to an understanding of the link between electronic interactions and the buyer-seller relationship. Its information is particularly relevant to organizations that transact or plan on transacting electronically with clients or suppliers in a B2B setting. [ABSTRACT FROM AUTHOR]

Purpose - The purpose of this paper is to gain better understandings on the interrelationships among manufacturers, customers and suppliers within the supply chains of electrical and electronics firms in Thailand. This industry is important to the national economy. Design/methodology/approach - The methodology includes the survey development and distributions, and the hypotheses on the interrelationships among manufacturers, suppliers and customers. The findings are compared with the practices in Hong Kong and with available supply-chain management models. The applications of the correlation analysis are prominent for statistical interpretations. The discussions with participating Thai executives are conducted. Findings - From the manufacturers' viewpoint of Thai executives, managing supply chains requires strong partnerships with customers and suppliers as they are perceived to impact internal operations and subsequently the performance levels. Their viewpoints are generally supported by Hong Kong counterparts and current supply-chain management models. Practical implications - The follow-up discussion with participating executives from Thailand reveals the importance of information and communication technology, and the roles of languages for communication for successful supply-chain management. These implications are critical for department of industrial work as it needs to prepare policy initiatives to support key industrial clusters, especially the electrical and electronics industry. Originality/value - The paper confinns key factors impacting supply-chain managements and underlines the success factors for effectively managing supply chains. [ABSTRACT FROM AUTHOR]

Purpose - The purpose of this paper is to present a conceptual model of fairness applicable to buyer- supplier relationships within supply chains in order to generate a new line of empirical research within supply chain management (SCM). Design/methodology/approach - The paper presents a literature review on organisational justice drawn from the psychology discipline. Fairness within collaborative and long-term buyer-supplier relationships is discussed and conceptualised. A number of propositions are presented applicable to buyer supplier relationships within supply chains, given that successful implementation of supply chain strategies depends upon the actions and reactions of individuals across functions, both within and between organisations. Findings - Some of the assumptions made in the traditional intra-organisational setting are challenged. A conceptual model of fairness applicable to buyer-supplier relationships is developed, and supply chain moderating factors that may impact on perceptions of justice, and possible desired organisational as well as supply chain outcomes are identified. Originality/value - Specifically, a contribution is made to the gaps in the SCM literature on the social implications of SCM by developing a behavioural theoretical approach. Solutions to operational measurement difficulties are offered, together with implications for practising managers to consider when managing supply chain relationships. Opportunities and difficulties for future empirical research are also identified. [ABSTRACT FROM AUTHOR]

Purpose - The purpose of this paper is to present an empirical study of supply chain flexibility, asking: what specific inter-firm practices are used to achieve increased flexibility in buyer-supplier pairs and in the wider supply chain or network, and how do these practices and effects interact? Design/methodology/approach - The approach taken is a qualitative study of a network of 16 inter-related manufacturing companies. Semi-structured face-to-face interviews with senior representatives from each company. Findings - A wide range of supply chain flexibility practices are identified, some confirming existing research, some additional. These are grouped into ten categories, and two over-arching themes are found. First, firms use various forms of outsourcing and subcontracting to reduce their own need for internal flexibility. The second related insight is that, having externalised the need for flexibility, firms improve flexibility of the whole chain by engaging in committed relationships with counterparts. The authors term the ability to change counterparts "configuration flexibility" and the ability to change the timing, volume and design of supply "planning and control flexibility". Therefore, it is suggested that firms make complex trade-offs between the two in the interest of achieving overall supply chain flexibility. These are presented in a model to allow for future refinement and testing. Research limitations/implications - Supply chain flexibility is a strategic objective, but is not achieved by all members of supply chains aiming for as much flexibility as possible on all dimensions. The identification of the supply chain flexibility practices provides a starting point for further theoretical developments as well as for practice. In particular, further work is required to understand the interplay between the two types of flexibility identified. Originality/value - Study of inter-connected supply chains, model linking practices to performance, and the main notions of configuration and planning and control flexibilities. [ABSTRACT FROM AUTHOR]

Purpose - The purpose of this paper is to present a critique of the use of governance value analysis (GVA) for assessment of value creation in supply chains. Design/methodology/approach - The study presents a conceptual analysis of the assumptions, factors, and range of GVA as it applies to assessment of value creation in supply chains. Findings - GVA lacks comprehensiveness in assessing value creation in supply chains in that it ignores: certain important factors that affect value creation in supply-chain relationships; governance issues beyond transaction-specific investments; and cooperative value-creating activities among supply-chain members. Research limitations/implications - The critique calls into question the applicability of GVA in governing value creation, especially in the context of dynamic contemporary conceptions of supply-chain relationships. It is not recommendable to analytically treat cooperation in supply-chain relationships as transactional exchange. Originality/value - This is an original and timely critique of the presumption that GVA is an appropriate model for assessment of value creation in supply chains. [ABSTRACT FROM AUTHOR]

Purpose – The purpose of this paper is to explore buyer-supplier relationships in the Libyan oil industry during and following the sanction era. This paper, utilising four largely validated critical relationship parameters, seeks to flag important buyer-supplier relationship insights. Design/methodology/approach – Desk research is undertaken to explore the selected themes of trust, co-operation, commitment and communication, which are critical to effective dyadic buyer-supplier relationships. Subsequently, in-depth interviews were conducted with five key personnel of five Libyan oil companies to examine the impact of sanctions on the selected themes in relation to their buyer-supplier relationships. Findings – The results highlight interesting differentials between the two explored areas in relation to the four selected themes: trust, co-operation, commitment and communication. The results indicate that there is a significant gap in understanding the impact of sanctions on the buyer-supplier relationship. Practical implications – This paper is of practical use to academics and practitioners who wish to understand the impact on and implications of sanctions on dyadic buyer-supplier relationships in a developing country. It is also useful to government officials and the oil industry in gaining insights into the effects of sanctions on an economy with significant reliance on the oil industry. Originality/value – There are extensive studies on the key themes of dyadic buyer-supplier relationships. However, there is a gap in understanding the impact of sanctions on buyer-supplier relationship behaviours. The findings in this paper therefore contribute to bridging this gap. [ABSTRACT FROM AUTHOR]

Purpose — The objective of this paper is to highlight the human representatives of the brand (brand relationship representatives), as an important enabler in achieving effective supply chain synchronization via the transfer of information on product availability and planned promotions between the brand and resellers in business-to-business markets, and therefore ultimately an influence in achieving customer requirements. Design/methodology/approach — The study is based on integration of theories from marketing, psychology and operations management. Findings — The findings indicate that brand representatives when linked to reseller for developing satisfaction becomes a motivating factor. This results in an effective and synchronized supply chain process for the organization. Research limitations/implications — The theory developed after a review of literature, should be tested using triangulation method as it will provide deeper analysis to both academic researchers and practitioners. Practical implications — This theoretical research tries to investigate the affects of brand representation on resellers in a business-to-business setting. It can support the practitioners in the planning and operational stages of their marketing communication campaigns for an effective and synchronized marketing and supply chain process. Originality/value — The application of this paper is based on the model of brand-reseller relationship of strong brands and contribute to the literature as theories available on the subject are limited. [ABSTRACT FROM AUTHOR]

Purpose - The aim of this paper is to understand why a collaborative innovation, such as radio-frequency identification (RFID) technology, engenders seemingly opposite buyer-seller relationship reactions among members of a supply chain. Design/methodology/approach - The researchers carried out a three year exploratory multiple case study using the grounded theory approach through participant-observation and collaborative action research. The research project culminated in a fully functional RFID proof of concept solution which involved multiple layers of a retail supply chain. The researchers chose the retail industry for the study because it provided the ideal conditions to answer the research question. Findings - The results highlight the role of supplier-buyer relationships as both crucial antecedents that shape RFID infrastructure and the consequence of RFID implementation. Specifically, the impact on and of eight key dimensions was considered, namely communication and information sharing, cooperation, trust, commitment, relationship value, power imbalance and interdependence, adaptation, and conflict. The paper also positions open-loop RFID projects as supply chain inter-organizational systems and presents a model to analyze such initiatives. Research limitations/implications - The choice of methodology has provided the insight necessary to answer the research question. Other researchers are encouraged to validate these findings through replication with other case studies or through quantitative data to reach analytical and statistical generalizability. The authors also encourage future research on this topic in other industries. Originality/value - As more supply chains move forward with collaborative RFID initiatives, it is important that these companies be aware of the strategic role of supplier-buyer relationships as both crucial antecedents that shape RFID infrastructure and a consequence of RFID implementation. [ABSTRACT FROM AUTHOR]

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 relationships incorporating seven key categories and to empirically test these assumptions by comparing firms reporting high levels of strategic purchasing to those with low levels. Design/methodology/approach - The data collection employed a mail survey sent to the senior manager responsible for purchasing in their organisation (n = 50). Findings - The article finds that high SPO firms more closely scrutinise their supply relationships across a broad range of attributes, and, as well as perennially important issues such as quality and delivery, they emphasise "fit" between buyer and supplier (e.g. fit with the competitive strategy and organisational culture of the buying firm) as an important criterion in identifying failing relationships. Research limitations/implications - The positioning of the current study as one of the first to address the evaluation of suppliers under strategic purchasing adoption calls for further replication. Practical implications - The results of this study afford suppliers an understanding of the criteria by which firms adopting strategic purchasing evaluate troubled or weak relationships. This would seem particularly timely given the shift towards strategic purchasing by many organisations. Originality/value - This study presents one of the first attempts to assess "ineffective" supplier performance and to incorporate metrics on strategic supplier selection. [ABSTRACT FROM AUTHOR]

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. Designimethodology/approach — Using means end theory, qualitative data from third party logistics (3PL) providers and manufacturers were used to construct means end value hierarchies to demonstrate how values between buyers and sellers can be mismatched. Findings — In comparing the responses from the 3PLs and manufacturers, examples were found of exchange-specific value matches and exchange-specific value mismatches. The analysis showed that the 3PL managers interviewed were seeking to provide the value of being ‘market-driven’ (refers to a reactive business logic, which favors incremental adjustments to changes in the business environment), while the manufacturers desired their 3PLs to be ‘market-driving’ (refers to innovative business logic by providing break-through ideas, practices and processes). Research limitations/implications — This research focuses more attention on an important objective of the marketing concept often overlooked in the business-to-business relationship literature: fulfilling the local firm's needs. This paper extends the use of the MEVHM and expands its applicability beyond understanding the focal firm's values to all exchange parties, including suppliers, third parties and cooperative alignments with competitors. Additionally, this paper contributes to the literature by suggesting that exchange values are a type of value important in achieving functional exchanges, and the concept of ‘value matching’. Practical implications - Applying the MEVHM to both the focal firm and their supply chain exchange party provides a decision analysis tool for the management of exchanges. Additionally, this paper's model can be a guiding mechanism for managers to assist in the exchange party search and selection process. Originality/value — The literature and the qualitative study suggest that the MEVHM could be a useful tool in understanding supply chain partners. However, this should be performed while fulfilling the firm's need (e.g. at a profit). In order for a focal firm to fulfill these needs from a particular exchange, it must understand the value it desires from that exchange. Not only is the MEVHM applicable to gain understanding of the exchange party's values of a particular exchange, but it is also an appropriate tool to gain understanding of the focal firm's exchange values. [ABSTRACT FROM AUTHOR]

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 machinery to cut steel, and Vulcano, a manufacturer of instantaneous house gas water-heaters and boilers. Findings - The article finds that supply management decisions depend not only on the network position of the buying firm, but also on the network vision of its managers. Research limitations/implications - The study is based on two contrasting cases. Further research should develop and test the findings by using other cases and methodological approaches more quantitative in nature. Practical implications - The article has three major practical implications: supply management should integrate three levels of decisions: dyadic, portfolio and network decisions; supply management does not depend solely on firms' strategic positioning and strategies, but also on managers' network theory about the role and capabilities of suppliers; and "no strategy" can also be a strategy. Originality/value - The study was conducted on the basis of a multi-dimensional model that integrates three levels of analysis: dyadic, portfolio and network. [ABSTRACT FROM AUTHOR]

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 logistics (TPL) arrangements. Based on a single case study of a dyadic relationship, the paper confronts the static view of the transaction cost approach and the agency theory on ‘governance structures’ and ‘contracts’ by showing how ‘relationship governance’ emerges and develops over time. Findings - TPL dyads are subject to both controllable and non-controllable forces of change, which may not always have a positive effect on the logistics performance or the relationship itself. Inter-organizational dynamics not only relate to learning, competence development, or adaptation, as suggested by other studies, but also to how the dyadic relationships are governed. As the dyad accumulates experience over time, changes will occur in the balance between the two parties in terms of goal congruence and risk preferences, which has a strong influence on the nature of contracts and other safeguards governing the relationship. Similarly, explanatory power of theories applicable to inter-organizational settings may vary as relationships emerge and develop over time. Focus on core competencies as the logic of outsourcing is followed by a period characterized by a principal-agent relationship. To ensure further prosperity of the relationship, the two companies must direct their efforts towards the logic of the network approach. Originality/value - Contributes to a cross-disciplinary fertilization of the SCM field, in particular inter-organizational relationships. [ABSTRACT FROM AUTHOR]

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 relationships. However, there has been relatively little empirical research on how supplier management is applied. Design/methodology/approach - This paper presents research probing how manufacturers manage their suppliers and takes a sample from Germany - which has a large manufacturing sector. In-depth interviews with purchasing managers were used to understand whether relationships with suppliers were being utilised. Findings - The analysis of the data indicates that a significant portion of the companies surveyed had experienced a change in their relationship with suppliers in the last few years. In the main, relationships had become closer and the use of partnerships was in evidence. Practical implications - The research results have implications for German manufacturing companies, as they indicate the potential for improving performance through the greater adoption of best practices in the area of supplier management. The research results indicate the need for German manufacturers to adopt leading-edge practices in the area of supplier management. Originality/value - Although exploratory in nature, the investigation demonstrated the need for researchers to better understand the range of relationships in a typical manufacturer's supplier base. [ABSTRACT FROM AUTHOR]

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 the roles of trust and electronically mediated exchange in achieving collaboration and its hypotheses are tested with a sample of 157 supply-chain relationships of international subsidiaries of Nordic multinational corporations (MNCs). Findings - Finds that collaborative partnerships can be achieved both via trust and through electronically mediated exchange. Results also indicate that electronically mediated exchange more readily enhances collaboration in exchange relationships involving standardized products, while trust plays a larger role when customized products are being exchanged. Research limitations/implications - The transactional type involved impacts the relative effectiveness of trust and electronically mediated exchange in achieving collaboration. This finding might stimulate research of the impact of other contextual factors. Limitations include that only managers on one side of inter-organizational dyads were surveyed. Practical implications - Practicing managers need to prioritize the time and effort they spend developing partnerships. While both trust and electronically mediated exchange play pivotal roles in fostering collaboration, managers involved in the exchange of standardized products can place a relative emphasis on electronically mediated exchange, while trust is of higher importance when customized products are being exchanged. Originality/value - This paper examines the complex interplay of trust and electronically mediated exchange in achieving collaborative supply-chain partnerships and offers guidance to practicing managers as well as implications of theoretical interest to academics. [ABSTRACT FROM AUTHOR]