Interfirm marketing relationships are becoming increasingly popular. Marketers are
interested in retaining profitable customers and to some extent in involving these customers …

Increasingly managers speak in terms of partnerships when they refer to their buyer‐
supplier relationships. While both suppliers and customers can achieve better performance …

Over the past several years, there has been a significant shift in the way many organizations
approach buyer‐seller relationships. Recent years have seen an increased interest and …

A cornerstone of relationship marketing is a shared understanding by suppliers and buyers
about the nature of the relationship itself. This research empirically examines one aspect of …

Today, organizations at all levels of the supply chain, from manufactures to retailers, are
embarking on purchasing partnerships. Some 38 buying personnel from consumer and …

This study explored how a credible third party facilitated the development of supplier
partnerships. By identifying qualified potential suppliers, serving as a surrogate for …

The supply side is on top of the management agenda in most companies, reflecting an
increasing strategic attention to benefits that can be gained from cooperation with suppliers …

The purchasing function in many United States‐based firms traditionally has maintained
adversarial relationships with suppliers. As world markets become increasingly competitive …

The purchasing function in many United States‐based firms traditionally has maintained
adversarial relationships with suppliers. As world markets become increasingly competitive …

Despite the emergence of supplier relationship management, many types of barriers prevent
companies from transforming traditional purchasing relationships with key suppliers into …