IDEAS home Printed from https://ideas.repec.org/h/pal/palchp/978-0-230-50919-1_4.html
   My bibliography  Save this book chapter

A Framework for the Alignment of Buyer and Supplier Relationships

In: Business Relationships for Competitive Advantage

Author

Listed:
  • Andrew Cox

    (University of Birmingham)

  • Chris Lonsdale

    (Birmingham Business School)

  • Joe Sanderson

    (Birmingham Business School)

  • Glyn Watson

    (Birmingham Business School)

Abstract

In this chapter a framework is provided to allow managers to understand how to align business relationships between buyers and suppliers under different power circumstances. The chapter is divided in two sections: The first section provides a brief summary of the six value appropriation outcomes that can occur between a buyer and supplier in any relationship. The second section provides, for each of the six theoretically possible value appropriation outcomes, a template to allow managers (whether they act as buyers or suppliers) to understand how to align their strategic ends with operational means. The aim is to indicate how both parties to the exchange should align their respective commercial goals, given the current and future power balance between the buyer and supplier.

Suggested Citation

  • Andrew Cox & Chris Lonsdale & Joe Sanderson & Glyn Watson, 2004. "A Framework for the Alignment of Buyer and Supplier Relationships," Palgrave Macmillan Books, in: Business Relationships for Competitive Advantage, chapter 4, pages 95-131, Palgrave Macmillan.
  • Handle: RePEc:pal:palchp:978-0-230-50919-1_4
    DOI: 10.1057/9780230509191_4
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:pal:palchp:978-0-230-50919-1_4. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.palgrave.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.