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About Managing Buyer-Supplier Relationships Empirical Pa
This document summarizes a research article that investigated patterns in how industrial buyers form relationships with suppliers for different types of purchases. The researchers conducted a cluster analysis of survey data from 226 buyer firms which identified 4 primary types of purchases: collaborative, leverage, bottleneck, and adversarial. These categories provide partial validation of existing portfolio models but also identified a new adversarial type not captured by those models. The findings provide insights into how buyers rationalize their many purchases in practice versus prescriptions of portfolio models.
Detailed Information
| Author: | ['Sasha King'] |
|---|---|
| Publication Year: | 2021 |
| Pages: | 23 |
| Language: | English |
| Format: | |
| Price: | FREE |
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