An Analysis of Buyer-supplier Integration for Servitization Strategies

The Design of Intelligent Agents for Buyer-Supplier-Supplier Coordination

Attractiveness in Buyer-Supplier Relationships: An Agenda for Empirical Research

number 011-0903 Attractiveness in Buyer-Supplier Relationships: An Agenda for Empirical Research M.Sc. (Tech.) Outi Kettunen, VTT Technical Research Centre of Finland, P.O. Box 1000, FI-02044 VTT, Finland, [email protected], tel. +358407601843 M.Sc. (Tech.) Anna Aminoff, VTT Technical Research Centre of Finland, P.O. Box 1000, FI02044 VTT, Finland, [email protected], tel. +358405917979 M.S...

Buyer power and supplier incentives

This paper investigates how the formation of larger buyers affects a supplier’s profits and, by doing so, his incentives to undertake non-contractible activities. We first identify two channels of buyer power, which allows larger buyers to obtain discounts. We subsequently examine the effects of buyer power on the supplier’s incentives and on social welfare. Contrary to some informal claims in ...

Supplier Diversification under Buyer Risk

We develop a new theory of supplier diversification based on buyer risk. When suppliers are subject to the risk of buyer default, buyers may take costly action to signal creditworthiness so as to obtain more favorable terms. But once signaling costs are sunk, buyers sourcing from a single supplier become vulnerable to future holdup. Although ex ante supply base diversification can be effective ...

A Model for Selecting Buyer-supplier Relationships

This paper proposes a new method for selecting appropriate buyer-supplier relationships (BSR) for specific projects. Because it is almost impossible in reality to establish mathematical relationships between the BSR attributes and the factors of a project, the concept of relationship indices (RI) is introduced to quantify such BS relationships which are in turn established through design of exp...