Reframing Buyer–Supplier Relationships: Deep, Sticky, Transient and Gracious

Yusoon Kim () and Thomas Choi
Additional contact information
Yusoon Kim: Oregon State University
Thomas Choi: Arizona State University

A chapter in The Nature of Purchasing, 2020, pp 283-293 from Springer

Abstract: Abstract In this chapter, we reframe and expand the buyer–supplier relationships beyond the conventional framework. We do that by disentangling and integrating the two theoretically orthogonal relationship aspects—relational posture (i.e., how two partners relate and behave toward each other) and relational intensity (i.e., how closely two partners are coupled in their operations and businesses). We propose four different buyer–supplier relationship archetypes—deep, sticky, transient and gracious. Each relationship type is unique in its own right, with distinctive strategic and managerial implications. We provide in-depth discussion of each archetype, along with some pertinent real-world examples, where we highlight both the bright and dark sides of respective buyer–supplier relationships.

Date: 2020
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-030-43502-8_14

Ordering information: This item can be ordered from
http://www.springer.com/9783030435028

DOI: 10.1007/978-3-030-43502-8_14

Access Statistics for this chapter

More chapters in Management for Professionals from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().