It is generally agreed that ‘power’ and ‘dependence’ are important concepts for the understanding of buyer-seller relationships. However, little research has been carried out aimed at identifying determinants of dependence in dyadic buyer-supplier relationships. In this study we have addressed this gap, combining an extensive literature study with an empirical study (expert interviews). The stu...

With the popularity of commercial use of the Internet and WWW, business-to-business (B2B) ecommerce and e-procurement are moving corporate purchasing to the Web. Basically, there are two types of B2B e-commerce business models. Extranets connect the buyer and its suppliers with a closed network. In contrast, electronic markets create open networks for buyer and supplier interactions. Extensive ...

This paper presents a model of cooperative technology development undertaken by a buyer and a supplier of capital equipment in the semiconductor industry. In order to meet the demanding technical requirements of their production processes, chip producers, the "buyers," often spearhead technology development projects with their equipment suppliers to advance the processing capabilities of their ...

The research on supplier selection is abundant and the works usually only consider the critical success factors in the buyer–supplier relationship. However, the negative aspects of the buyer–supplier relationship must also be considered simultaneously. In this paper we propose a comprehensive model for ranking an arbitrary number of suppliers, selecting a number of them and allocating a quota o...

There are many benefits for coordination of multiple suppliers when single supplier cannot satisfy buyer demands.  In addition, buyer needs to purchase multiple items in a real supply chain. So, a model that satisfies these requests has many advantages. We extend the existing approaches in the literature that assume all suppliers need to be put on a common replenishment cycle and each supplier ...

Research on supplier satisfaction in buyer–supplier relationships has been primarily conceptual. One purpose of the research described in this paper is to empirically test the influences of supply chain power on supplier satisfaction. Exploration of the effects of power on factors of supplier satisfaction will provide the key to understanding the power-satisfaction link in supply chain relation...

We first investigate whether or not ex post destruction can possibly alleviate the hold-up problem in a one-shot game between a supplier and a buyer. The answer is yes but only when the buyer believes that the supplier might be a Homo reciprocans agent with sufficiently strong propensity for reciprocity. Under incomplete information with informed supplier, investment is made feasible by the “mi...

The face of customer relationship management has shifted as business partners on both sides of the relationship deploy technology to better manage relationships, streamline business processes and achieve integration. The phenomenon of captive buyer and supplier relationships grounded in substantial unilateral monetary and organizational investments in achieving business objectives contrast with...

Proof. (i) In a short-term contract, prices must be subgame perfect. Thus, it is easy to see that in the second period the buyer will o¤er the lowest prices that satisfy the participation constraints of the suppliers, i.e., p22 = 2 (c1) + d (d1) for supplier 2 and p s 12 = d1 + 2 (c1) for supplier 1 (since d1 is known at the end of the …rst period). Recalling that the buyer must also incur a pe...

Although it has been widely accepted that insertion into global production networks may play a critical role in fostering local supplier upgrading, scholars have yet to fully incorporate heterogeneous configurations of buyer-supplier relationships within networks into empirical testing. Using a representative sample of manufacturing firms in Thailand, we propose a more nuanced empirical framewo...