Supplier partnering in small, oligopolistic markets: insights from Australasia
by Jayaram (Jay) K. Sankaran, Danny Samson, Terence (Terry) H. Wilson
International Journal of Business Innovation and Research (IJBIR), Vol. 2, No. 1, 2008

Abstract: This present study employs case study research to investigate the conditions for successful partnership development in relatively small markets such as Australia/NZ, where the prospective partner–vendor likely serves the manufacturer's competitors as well. We find the oligopolistic nature of the supplier industry can restrict partnership development, particularly in terms of the sharing of cost and financial information. However, the manufacturer is more willing to share sensitive financial information with its vendor when it perceives its true competition in the global market as being from outside the economic region. In such instances, the behaviour of the relationship can yet be shaped in terms of, for example, the manufacturer's need to carefully disengage itself from other suppliers and engage in a single-sourcing arrangement with the partner–vendor. Further, the spillover of technology developed jointly by the manufacturer and the vendor to the manufacturer's competitors can be viewed favourably under certain conditions.

Online publication date: Sun, 02-Dec-2007

The full text of this article is only available to individual subscribers or to users at subscribing institutions.

 
Existing subscribers:
Go to Inderscience Online Journals to access the Full Text of this article.

Pay per view:
If you are not a subscriber and you just want to read the full contents of this article, buy online access here.

Complimentary Subscribers, Editors or Members of the Editorial Board of the International Journal of Business Innovation and Research (IJBIR):
Login with your Inderscience username and password:

Username:        Password:          Forgotten your password?

Want to subscribe?
A subscription gives you complete access to all articles in the current issue, as well as to all articles in the previous three years (where applicable). See our Orders page to subscribe.

If you still need assistance, please email subs@inderscience.com