Adaptive behavior in buyer-supplier relationships

Article Abstract:

It is a feature of business-to-business markets that individual buyer-supplier relationships can assume great importance for both the buying and the selling organization. In such relationships both firms, to a greater or lesser extent, make specific adaptations. Such adaptive behavior may be designed to meet some specific need of the partner, or to nurture and develop the relationship itself. The article, which is based on case studies collected at both ends of 13 buyer-supplier relationships, examines motivations and decision-making processes underlying adaptive behavior in buyer-supplier relationships. As an increasing number of firms espouse an explicit "partnering" approach to buying and selling in business markets, the question is addressed of the extent to which the explicit strategy of the firm (relationship marketing or partnership sourcing) is likely to be reflected in concrete adaptive behavior. (Reprinted by permission of the publisher.)

Customer Relations, Case studies, Business-to-business market, Business to business market

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How to distinguish innovative suppliers? Identifying innovative suppliers as new task for purchasing

Article Abstract:

The importance of supplier selection for new-product marketing is discussed.

United States, Management dynamics, Administration of Marketing, Methods, Company business management, New products, Product introduction, New technique, Vendor relations

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