Strategic warning: powerful buyers can seriously damage organisational health

Marie McHugh, Chris Brotherton

International Journal of Management and Decision Making, 2000, vol. 1, issue 1, 28-43

Abstract: Recent research has emphasised the need for organisations to move towards closer cooperation in their buyer-supplier relationship. The decision to engage in partnership arrangements is one that has major implications for buyers and suppliers. This article explores the challenges presented in developing a close, cooperative and mutually beneficial trading relationship between a buyer and supplier, where one partner, the buyer, is in a powerful position. Using evidence from a case study, it is argued that powerful buyers can seriously damage organisational health.

Keywords: organisational health; buyers; suppliers; decision-making; partnerships; strategic management; employee involvement. (search for similar items in EconPapers)
Date: 2000
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