Supplier-supplier relationships and their implications for buyer-supplier relationships

Thomas Choi, Zhaohui Wu, Lisa Ellram, Balaji R. Koka

Research output: Contribution to journalArticlepeer-review

101 Scopus citations

Abstract

Many researchers have investigated the dynamics of buyer-supplier relationships and have, in general, posited the importance of long-term, cooperative relationships. However, the relationship between suppliers (i.e., supplier-supplier relationship) and its potential impact on the buyer-supplier relationship have not yet been considered. This research addresses a void in the literature, especially given that many buyers now work with a smaller supplier base and deliberately try to foster certain types of supplier-supplier relationships. Building on the existing buyer-supplier and strategic alliance literature, we propose three archetypes of supplier-supplier relationships. This research further illustrates the strategic role of the buying firm in structuring these relationships and explores the managerial implications of different types of supplier-supplier relationships from the perspectives of both the buying firm and its suppliers.

Original languageEnglish (US)
Pages (from-to)119-130
Number of pages12
JournalIEEE Transactions on Engineering Management
Volume49
Issue number2
DOIs
StatePublished - May 1 2002

Keywords

  • Buyer-supplier relationships
  • Co-opetition
  • Competition
  • Cooperation
  • Supplier-supplier relationships
  • Supply chain management

ASJC Scopus subject areas

  • Strategy and Management
  • Electrical and Electronic Engineering

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