Download or read book Conflict Potential in Strategic Buyer supplier Relationships written by James L. Patterson and published by . This book was released on 1999 with total page 384 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Conflict Potential in Strategic Buyer supplier Relationships written by James L. Patterson and published by . This book was released on 1999 with total page 406 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Conflict Management in Buyer Seller Relationships written by Lionel Bobot and published by . This book was released on 2010 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Given differing organizational needs and goals, underlying conflicts and tensions are an inherent part of buyer-seller relationships. This research presents and tests a conceptual framework examining the effect of the type of conflict (dysfunctional and functional) in the relationship, the conflict management approaches used by the salesperson, and the subsequent quality of the buyer-seller relationship. The framework is tested using surveys completed by 109 salespeople. The findings of this study are relevant to marketing practitioners and managers, particularly salespeople, sales managers, and purchasing managers. First, the most straightforward and obvious finding is that dysfunctional conflict is detrimental to relationship quality. Conversely, functional conflict showed no significant association with either trust or satisfaction. The only conflict management strategy that had a significant association with both functional and dysfunctional conflicts in this study was the confronting strategy.

Download or read book Dependence in Buyer Supplier Relationships written by Tobias Mandt and published by Springer. This book was released on 2019-03-01 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt: Organizations frequently rely on the support of external parties to access necessary resources. In many cases, the resulting buyer-supplier relationships last for decades; some might even become indispensable for one or both parties in achieving its desired business goals. These dependencies between organizations are ubiquitous. This book focuses on such instances, discussing them in a cumulative manner: It begins with an introduction of previous research on the issue, before empirically explaining the emergence of dependencies, their different forms of existence and management approaches as well as its development over time. This book is of special interest for scholars focusing on dyadic partnerships within the domains of industrial marketing, supply chain management or strategic purchasing. Practitioners involved in managing long term buyer-supplier relationships in goods- as well as service-oriented industries might find it insightful as well.

Download or read book An Exploratory Analysis of Conflict Dynamics in Buyer supplier Relationships written by Meriem Bouazzaoui and published by . This book was released on 2018 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Transforming Buyer Supplier Relations written by Jonathan Morris and published by Springer. This book was released on 1992-06-18 with total page 198 pages. Available in PDF, EPUB and Kindle. Book excerpt: This study analyses the shift in the relationship between large and smaller firms from confrontation and conflict, to cooperation and mutual assistance. It charts the pace of the adaption of Japanese style buyer-supplier relations in North American and Western European organizations.

Download or read book Managing Risk and Conflict in Buyer supplier Relationships written by Denis Hübner and published by . This book was released on 2016 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Controls in Strategic Supplier Relationships written by Suresh Cuganesan and published by UNSW Press. This book was released on 1999 with total page 70 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is the result of an investigation undertaken in two large Australian organisations which have established strategic supplier relationships. It focuses on one type of collaborative relationship: that established by an organisation with its strategic suppliers.

Download or read book The Emerald Handbook of Multi Stakeholder Communication written by Pantea Foroudi and published by Emerald Group Publishing. This book was released on 2022-10-21 with total page 407 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Emerald Handbook of Multi-Stakeholder Communication gathers an international, multidisciplinary team of experts to explore effective brand messaging for multiple stakeholders, utilizing a diverse array of theoretical and methodological approaches that cumulatively present an up-to-date overview of the whole field.

Download or read book No Business is an Island written by Håkan Håkansson and published by Emerald Group Publishing. This book was released on 2017-09-01 with total page 348 pages. Available in PDF, EPUB and Kindle. Book excerpt: The base for this book is 40 years of research on business relationships between companies evidencing the interactive features of the contemporary business world that have important consequences for management, policy and research.

Download or read book Synergizing Success The Art of Cultivating Profitable Supplier Relationships for Business Triumph written by Dr. Leeza Gordon and published by Icy May Business Solutions. This book was released on with total page 1 pages. Available in PDF, EPUB and Kindle. Book excerpt: Synergizing Success: The Art of Cultivating Profitable Supplier Relationships for Business Triumph In "Synergizing Success: The Art of Cultivating Profitable Supplier Relationships for Business Triumph," you will discover the power of supplier relationships and how they can greatly impact your business success. This book offers valuable insights and strategies that will help you optimize your supply chain, gain a competitive edge, and achieve significant advantages in your industry. By delving into the pages of this book, you will learn how to find the right suppliers for your business and establish strong foundations built on trust and collaboration. You will explore the art of negotiating win-win agreements that benefit both parties, leading to mutually beneficial outcomes. Effective supplier performance management techniques will also be shared, allowing you to maximize the potential of your supply chain. Furthermore, "Synergizing Success" emphasizes the importance of fostering value-added initiatives with your suppliers. By nurturing these initiatives, you can enhance the overall quality of your products or services, creating a positive impact on customer satisfaction and loyalty. The book also provides guidance on resolving conflicts and challenges that may arise, ensuring the sustainability of long-term partnerships with your suppliers. Take the first step towards unlocking the full potential of your supplier relationships. Get your copy of "Synergizing Success: The Art of Cultivating Profitable Supplier Relationships for Business Triumph" today and embark on a transformative journey towards business excellence. Frequently Asked Questions (FAQ) 1. Is this book suitable for both small and large businesses? Absolutely! "Synergizing Success" offers insights and strategies that can be applied to businesses of all sizes. Whether you're a small startup or an established corporation, the principles and techniques outlined in the book can help you cultivate profitable supplier relationships and achieve business triumph. 2. How can this book help me gain a competitive advantage? This book provides you with a comprehensive understanding of the impact supplier relationships can have on your business. By implementing the strategies and techniques shared in "Synergizing Success," you will optimize your supply chain, enhance collaboration, and negotiate win-win agreements. These actions will give you a competitive edge by improving the efficiency and effectiveness of your operations. 3. Are there practical examples and real-life case studies included in the book? Yes, "Synergizing Success" includes practical examples and real-life case studies to illustrate key concepts and demonstrate their application in various business scenarios. These examples provide valuable insights and serve as inspiration for implementing the strategies discussed 4. Can this book help me overcome challenges and conflicts with suppliers? Certainly! "Synergizing Success" addresses common challenges and conflicts that can arise in supplier relationships. The book offers strategies for resolving conflicts and fostering a positive working environment with your suppliers. By implementing these approaches, you will be equipped to handle and overcome challenges, ensuring the sustainability of your partnerships. Don't miss out on the opportunity to transform your supplier relationships and propel your business towards success. Order your copy of "Synergizing Success:

Download or read book An Examination of Firm level and Individual level Contracts in Buyer supplier Relationships written by Stephanie Nicole Eckerd and published by . This book was released on 2011 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Abstract: A psychological contract is composed of an individual's belief regarding the reciprocal obligations that exist between that individual and another entity with which that person is engaged. Psychological contracts are important in many business relationships, such as those between a buyer and supplier. The perceptions held by one individual may not be congruent with those of the other, in which case conflict may arise within the relationship. We introduce to the operations and supply chain literatures a comprehensive view of the theory of psychological contracts, which with few exceptions has largely been omitted from research regarding inter-firm relationships. This research investigates the processes by which individuals manage conflict in inter-firm relationships, and the extent to which decisions at both tactical and strategic levels are influenced by the experience of psychological contract violation. At the tactical level, we seek to understand how the daily operational decisions that individuals make are affected by psychological contract violation, particularly when sub-optimal decision-making is observed. At the strategic level, we consider the circumstances under which relational versus written contractual governance mechanisms are leveraged in response to conflict, and how the experience of psychological contract violation may influence these broader, firm-level decisions. Our research plan uses two different methodological approaches in investigating these issues. First, to evaluate tactical behaviors, we employ an experiment. The goal of the experiment is to determine specifically how economic decisions made by those in boundary-spanning roles deviate from optimal in response to conflict and how these behaviors are influenced by the experience of psychological contract violation. To this end, we employ a 2x2x2 factorial design in which violation timing, severity, and attribution are investigated. The experiment was accompanied by an exit survey which served to assess the experience of psychological contract violation and related issues of trust and fairness. Data from 295 subjects were included in our analysis. We observe a main effect of severity occurring during the violation, and main effects of time and attribution are evident in post-violation periods. We tie these phenomena to the psychological constructs under study. Second, in order to investigate strategic-level decisions, we propose administration of an industry survey to purchasing and sales managers. The survey will allow us to more broadly characterize types of conflict experienced in inter-firm relationships and the contractual governance mechanisms leveraged in response. Models useful for investigating these issues are developed and discussed, and a survey instrument is presented. The work presented in this dissertation is among the first to incorporate both individual-level and firm-level contracts into an investigation of tactical and strategic conflict response and resolution analysis within buyer-supplier exchange relationships.

Download or read book Competitive Versus Collaborative Exploring the Negotiation Strategy Impact on Relational Outcomes in Ongoing Buyer supplier Relationships written by Stephanie Powell Thomas and published by . This book was released on 2013 with total page 159 pages. Available in PDF, EPUB and Kindle. Book excerpt: Author's abstract: Negotiations are important interactions in ongoing buyer-supplier relationships. Previous research has identified two commonly utilized types of negotiation strategies that are incorporated into buyer-supplier negotiation encounters. The collaborative strategy seeks to achieve an outcome that is mutually beneficial, while a competitive strategy is focused on individual outcomes. The purpose of this dissertation is to utilize a multi-method research approach to examine the relational impact of negotiation strategies choices. Study One utilized a scenario based experiment methodology. A priori hypotheses were developed based on Social Exchange Theory and its reciprocity tenet. The experimental results indicate that the use of a competitive negotiation strategy decreases levels of relationship specific assets, cooperation, trust, and process integration. Further analysis indicated that the use of a competitive negotiation strategy reduces levels of relationship specific assets and cooperation more in highly interdependent buyer-supplier relationships than in relationships with low levels of interdependence. Study Two used a grounded theory methodology to explore the impact of strategy choice in how buyers and suppliers perceive the relationship. Depth interviews were conducted with experienced buyers and suppliers. Coding and analysis of the interviews led to the development and presentation of a theoretical model. The findings suggest that the previous history of the buyer-supplier relationship impacts not only the choice of negotiation strategy but also the expectations of the strategy that the other negotiator will likely employ. The model suggests that the use of a competitive negotiation strategy has potentially harmful relational effects. However, the most damage to an ongoing relationship occurs when a buyer or supplier has traditionally utilized a collaborative strategy and violates the other partner's expectations by switching to a competitive strategy. Five specific relationships factors that were deemed to be important emerged from the data: relationship investment, trust, information communication, collaboration, and alignment. This research should offer insight for managers into the potential relational costs and benefits of utilizing different negotiation strategies. The contributions of the dissertation research are addressed. Future opportunities for research are also discussed.

Download or read book Strategic Customer Management written by Nigel F Piercy and published by Oxford University Press on Demand. This book was released on 2009-03-12 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved.

Download or read book Strengthening buyer supplier relationships written by Coates, N., Paglietti, L., Benvenuti, G., Toric, B. and published by Food & Agriculture Org.. This book was released on 2022-06-17 with total page 63 pages. Available in PDF, EPUB and Kindle. Book excerpt: Openness towards strengthening backwards linkages and local sourcing is a key factors in retailer product development and offerings in order to meet the new challenges in the next normal. The COVID-19 crisis has underlined the shortcomings of the current system, and has also intensified the demand for shorter supply chains, traceability, transparency and food that is sustainably sourced. This document is intended to support Montenegrin retailers to engage in local sourcing, which can also strengthen their contribution to the achievement of the Sustainable Development Goals (SDGs) by 2030, support country commitments to the Paris Agreement, and prepare for the challenges and opportunities of modern food retail. Retailers also need to be ready for change, especially in view of the country’s pending accession to the European Union (EU), and increasing demands for corporate governance. The guide provides an overview of the policy directions, consumer trends, local context and influencing factors that will shape the engagement of Montenegrin retailers with local suppliers. It also highlights good international practices, as well as the priorities and actions for Montenegrin retailers to consider when planning their development and market strategies.

Download or read book Effective Negotiation written by Ray Fells and published by Cambridge University Press. This book was released on 2009-11-16 with total page 248 pages. Available in PDF, EPUB and Kindle. Book excerpt: Essential reading for students and professionals in the fields of business, law and management, Effective Negotiation offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement. In this book Ray Fells draws on his extensive experience as a teacher and researcher to examine key issues such as trust, power and information exchange, ethics and strategy. Recognising the complexity of the negotiation process, he gives advice on how to improve as a negotiator by turning the research on negotiation into practical recommendations. It covers: • How to negotiate strategically • Negotiating on behalf of others • Cultural differences in negotiation The principles and skills outlined here focus on the business context but also apply to interpersonal and sales-based negotiations, and when resolving legal, environmental and social issues. Effective Negotiation also features a companion website with lecturer resources.

Download or read book The Effect of Conflict Management Strategies on Manifest Conflict and Relationship Quality in a Buyer seller Environment written by Lisa Toms and published by . This book was released on 2004 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: