IDEAS home Printed from https://ideas.repec.org/h/spr/mgmchp/978-3-030-43502-8_14.html
   My bibliography  Save this book chapter

Reframing Buyer–Supplier Relationships: Deep, Sticky, Transient and Gracious

In: The Nature of Purchasing

Author

Listed:
  • Yusoon Kim

    (Oregon State University)

  • Thomas Choi

    (Arizona State University)

Abstract

In this chapter, we reframe and expand the buyer–supplier relationships beyond the conventional framework. We do that by disentangling and integrating the two theoretically orthogonal relationship aspects—relational posture (i.e., how two partners relate and behave toward each other) and relational intensity (i.e., how closely two partners are coupled in their operations and businesses). We propose four different buyer–supplier relationship archetypes—deep, sticky, transient and gracious. Each relationship type is unique in its own right, with distinctive strategic and managerial implications. We provide in-depth discussion of each archetype, along with some pertinent real-world examples, where we highlight both the bright and dark sides of respective buyer–supplier relationships.

Suggested Citation

  • Yusoon Kim & Thomas Choi, 2020. "Reframing Buyer–Supplier Relationships: Deep, Sticky, Transient and Gracious," Management for Professionals, in: Florian Schupp & Heiko Wöhner (ed.), The Nature of Purchasing, pages 283-293, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-030-43502-8_14
    DOI: 10.1007/978-3-030-43502-8_14
    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.

    More about this item

    Statistics

    Access and download statistics

    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:spr:mgmchp:978-3-030-43502-8_14. 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.springer.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.