Title: Key drivers of buyer-supplier relationships in global sourcing strategies

Authors: Julio Sanchez Loppacher, Raffaella Cagliano, Gianluca Spina

Addresses: IAE Business and Management School, Universidad Austral, Mariano Acosta S/N y Ruta Nacional N° 8, Derqui, Pilar, Provincia de Buenos Aires, B1629WWA, Argentina. ' Politecnico di Milano, Piazza Leonardo da Vinci, 32, 20133 Milano, Italy. ' Politecnico di Milano, Piazza Leonardo da Vinci, 32, 20133 Milano, Italy

Abstract: In their search for sources of global competitive advantage to succeed in the new economy, multinational companies have turned to global sourcing strategies, balancing the opportunities coming from global, centralised purchases, as well as the need for local supply adjustment and exploitation. Indeed, relationships with suppliers provide a significant opportunity for companies to develop a strategic source of efficiency and to enhance global competitive advantages, thus, becoming a key decision variable in the definition of global sourcing strategies. The literature shows that buyer-supplier relationships evolve from competitive to cooperative relationships, going through several stages or modes primarily to respond to key factors, such as: purchasing product and market characteristics, and globalisation process evolution. This research shows how global sourcing strategy behaviour patterns, related to supply source globalisation and purchasing centralisation, constitute a key factor at play with supplier management strategies.

Keywords: global sourcing strategy; global procurement management; supplier management strategy; buyer-supplier relationship; global supplier development; purchasing centralisation; supply chain management; SCM.

DOI: 10.1504/IJPM.2011.038897

International Journal of Procurement Management, 2011 Vol.4 No.2, pp.156 - 180

Available online: 05 Mar 2011 *

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