Do supplier perceptions of buyer fairness lead to supplier sales growth?

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

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 ...

Completeness, and Buyer-supplier Relationships

The theory of incomplete contracts has been used to study the relationship between buyers and suppliers following the deployment of modern information technology to facilitate coordination between them. Previous research has sought to explain anecdotal evidence from some industries on the recent reduction in the number of suppliers selected to do business with buyers, by appealing to relationsh...

Inter-Organizational Information Systems Visibility in Buyer-Supplier Relationships: Buyer and Supplier Perspectives

Many researchers have called for the need to improve the understanding of the concept and working of supply chain visibility. The facilitating role of inter-organizational information systems (IOIS) in achieving SC visibility has received inadequate research attention. This paper is to elaborate on the novel concept of IOIS visibility and to look into the antecedents and consequences of IOIS vi...