Title: Supplier selected relationships: choosing friends, over family

Authors: Michael D.J. Clements, David L. Dean, David A. Cohen

Addresses: Centre for Applied Systems Research, School of Management and Marketing, University of Wollongong, Wollongong, NSW, 2522, Australia. ' Commerce Division, Lincoln University, Canterbury, New Zealand. ' Commerce Division, Lincoln University, Canterbury, New Zealand

Abstract: This paper establishes and tests a framework enabling suppliers to measure the worth of relationships with buyers. This non-conventional perspective invites the consideration of the supplier|s perspective on how relationships are valued. Given the constraints on suppliers limiting distribution by participating in relationships geared to benefit the buyer at the supplier|s expense, this study tests food manufactures in New Zealand. Literature suggests a key driver for integration is mutual benefit, therefore it is argued that by understanding which relationship values distinguish between the supplier relationship levels, both the buyer and supplier then develop appropriate relationships to enhance supply chain integration.

Keywords: supply chain management; SCM; buyer-supplier relationships; discrete; long-term relationships; strategic alliance; cost reduction; trust; commitment; relationship value; food manufacturing; New Zealand; mutual benefit; supply chain integration.

DOI: 10.1504/IJMTM.2010.029450

International Journal of Manufacturing Technology and Management, 2010 Vol.19 No.1/2, pp.47 - 67

Published online: 30 Nov 2009 *

Full-text access for editors Access for subscribers Purchase this article Comment on this article