Strategic warning: powerful buyers can seriously damage organisational health
by Marie McHugh, Chris Brotherton
International Journal of Management and Decision Making (IJMDM), Vol. 1, No. 1, 2000

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.

Online publication date: Tue, 01-Jul-2003

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