Business, Management and Accounting
8 years ago

Supplier dominance revealed in buyer-supplier relationships, challenging power symmetry assumptions.

Industrial Marketing Management
Power and interdependence in buyer supplier relationships: A purchasing portfolio approach
Marjolein C.J. Caniëls, Cees J. Gelderman

Paper Summary

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The article explores how power and interdependence affect relationships between buyers and suppliers. The researchers used data from a survey of Dutch purchasing professionals to analyze these concepts in Kraljic's portfolio approach. They found that suppliers tend to have more power in strategic partnerships, challenging the idea of equal power between buyers and suppliers. This suggests that even strong partnerships can be influenced more by the supplier.