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Publication

An exploratory study of ‘close’ supplier–manufacturer relationships

Goffin, Keith
Lemke, Fred
Szwejczewski, Marek
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Publication Type
Journal article with impact factor
Editor
Supervisor
Publication Year
2006
Journal
Journal of Operations Management
Book
Publication Volume
25
Publication Issue
2
Publication Begin page
189
Publication End page
209
Publication Number of pages
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Abstract
Close relationships with selected suppliers can enable manufacturers to reduce costs, improve quality and enhance new product development. Although the advantages of close co-operation are widely acknowledged in the literature, the specific attributes of such relationships are not well understood. To address this gap, 39 managers responsible for purchasing were interviewed using a technique from psychology, which is particularly effective at uncovering the characteristics of relationships. This approach is innovative in the context of supplier management research and gave insights into how manufacturers expect more from their suppliers than just reliable deliveries of high-quality, well-priced parts and components. The results of the empirical research enhance our knowledge of the attributes of manufacturer–supplier relationships and also indicate how manufacturers can establish close relationships with selected suppliers. Overall, the study has established the viability of a new approach for understanding the complex topic of manufacturer–supplier partnerships.
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Keywords
Purchasing, Supply management, Relationships, Partnership, Supplier base
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