Developing ‘Fit-for Purpose’ Buyer-Supplier Relationships: Beyond Partnership – Alternative Supplier Relationship Types

Author(s):

Chris Lonsdale, PhD, MCIPS
Chris Lonsdale, PhD, MCIPS, Lecturer in Supply Chain Management, CBSP, The University of Birmingham, UK, (44) 121 4147593 / lonsdacm@bss3.bham.ac.uk
Andrew Cox, PhD, FCIPS
Andrew Cox, PhD, FCIPS, Professor of Business Strategy, CBSP, The University of Birmingham, UK, (44) 121 4143220 / ac@robcox.com
Glyn Watson, PhD
Glyn Watson, PhD, Lecturer in Supply Chain Management, CBSP, The University of Birmingham, UK, CBSP, The University of Birmingham, UK
Joe Sanderson, PhD
Joe Sanderson, PhD, Lecturer in Supply Chain Management, CBSP, The University of Birmingham, UK, (44) 121 4147489 / j.r.sanderson@bham.ac.uk

88th Annual International Conference Proceedings - 2003 - Nashville, TN
Abstract

Over the past 10 to 15 years, the conventional wisdom within the purchasing and supply field has been that the development of collaborative relationships represents best practice purchasing and supply management. It is the contention of the authors, however, that this view is misguided and that managers need to adopt a fit-for purpose approach. For some purchases, a collaborative relationship is not necessary. On other occasions, the power relationship between the buyer and supplier means that the incentives required for a collaborative relationship are not present. This article sets out the different types of supplier relationships that exist in business markets and briefly discusses the factors that managers might consider when making relationship selection decisions.

Developing ‘Fit-for Purpose’ Buyer-Supplier Relationships: Beyond Partnership – Alternative Supplier Relationship Types — 35 KB (PDF)