publication . Article . 2006

Buyer–supplier collaborative relationships: Beyond the normative accounts

Emberson, Caroline A.; Storey, John;
Open Access
  • Published: 01 Sep 2006 Journal: Journal of Purchasing and Supply Management, volume 12, pages 236-245 (issn: 1478-4092, Copyright policy)
  • Publisher: Elsevier BV
This paper presents a critique of the normative, buyer–supplier literature and in addition suggests that the more empirically based literature needs to expand its scope of attention beyond its traditional confines. Four main deficiencies are identified within much of the existing buyer–supplier literature. Firstly, collaborative buyer–supplier theories fail to discriminate sufficiently between individual and firm-level buyer–supplier decision-making. Secondly, the stage models of relationship development are challenged. Thirdly, the interdependencies between buyer–supplier relations and other, competing organisational priorities are highlighted. Fourthly, we que...
free text keywords: Marketing, Strategy and Management, Study research, Supply chain, Normative, Business, Supply chain management, Interdependence, media_common.quotation_subject, media_common, Underpinning, Relationship development
Related Organizations

Achrol, R. (1991). Evolution of Marketing Organizations: New Forms for Turbulent Environments. Journal of Marketing, 55(4), 77-93.

Anderson, J. C., & Narus, A. (1990). A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing, 54, 42-58.

Anderson, J. C., & Weitz, B. (1989). Determinants of continuity in conventional industrial channel dyads. Marketing Science, 8, 310-323. [OpenAIRE]

Archer, M. S. (1995). Realist social theory: the morphogenetic approach. Cambridge: Cambridge University Press.

Blau, P. (1964). Exchange and power in social life. New York: Wiley. [OpenAIRE]

Bleeke, J., & Ernst, D. (1993). Collaborating to Compete. New York: Wiley.

Boddy, D., Cahill, C., Charles, M., Fraser-Kraus, H., & Macbeth, D. (1998). Success and failure in implementing supply chain partnering: an empirical study. European Journal of Purchasing & Supply Management, 4, 143-151.

Boddy, D., Macbeth, D., & Wagner, B. (2000). Implementing collaboration between organizations: an empirical study of supply chain partnering. Journal of Management Studies, 37(7), 1003-1017. [OpenAIRE]

Bowen, D., Siehl, C., & Schneider, B. (1989). A Framework for Analysing Customer Service Orientations in Manufacturing. Academy of Management Review, 14(1), 75-95. [OpenAIRE]

Bresnen, M. (1996). An Organizational Perspective on Changing Buyer-Supplier Relations: A Critical Review of the Evidence. Organization, 3(1), 121-146.

Powered by OpenAIRE Open Research Graph
Any information missing or wrong?Report an Issue
publication . Article . 2006

Buyer–supplier collaborative relationships: Beyond the normative accounts

Emberson, Caroline A.; Storey, John;