Journal of Supply Chain Management

Managing with Power: Strategies for Improving Value Appropriation from Supply Relationships Members Only Content

In this final article, the issue that most concerns buyers — how to achieve a better deal — is discussed. This necessarily implies finding ways to transform the current power relationship between buyers and suppliers such that buyers can achieve more effective leverage of value. The focus here is on how buyers are best able to maximize their ability to appropriate value rather than on how suppliers can achieve this. This does not mean that buyers must always seek to take advantage of suppliers. On the contrary, there will always be circumstances when the best deal a buyer can achieve will involve working closely with a supplier and sharing the benefits of such collaboration.

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