Despite the vast research within the fields of buyer-supplier relationships and the fashion industry, a lack of comprehensive understanding concerning the connection between the two seems to be found. Research regarding long-term relations and key concepts in form of trust and commitment, are stated to be crucial in order to create a long-term relationship. However, the importance of these concepts application regarding small-sized fashion retailers was identified to be an unexplored area; thus, a research gap was detected. This highlights a need for further research of the characteristics of the buyer- supplier relationships within small-sized fashion retailers. The purpose of this study was consequently to investigate buyer-supplier relationships within small-sized fashion retailers. Furthermore, based on the literature review of the theoretical framework, three research questions were formulated. To gather empirical data, a multiple-case study was conducted and semi-structured interviews with four purchasing managers working in the fashion industry were performed.   This study discloses that the concepts of trust and commitment were identified as being of great importance, in order to maintain a long-term relationship between the parties. Further, several factors, e.g. communication, conflict resolution and identification were distinguished to have a significant impact on the character of a close relationship. Finally this study concluded that the relation between the buyer and supplier is highly valued; with especially trust as a key factor. Both affective and calculative commitment was identified to exist, often depending on the size and dependence of the supplier. However, the prosperity of the business was ultimately argued to be the main reason for maintaining a partnership. Hence, the retailers preferred a close relationship, but sometimes accepted a transactional one due to their own customer demand.

Background: The need to cut costs, save money, become profitable, be innovative, improve product quality and be responsive to customers’ demands is encouraging some organizations to form strategic relationships with suppliers. In achieving this, certain joint investments, called structural bonds, are developed within the relationship life-cycle. Although the bonds tend to tie down the partners and also create impediments for the termination of the relationship, they inevitably contribute to the achievement of mutual goals and sustaining competitive advantage. Past researches failed to relate the structural bonds’ development to any of the stages of the relationship life-cycle, which this study investigated. Purpose: The purpose of this research is to investigate why and in which stages of a strategic buyer-supplier relationship are structural bonds initiated. Method: A multiple case study approach, involving four companies, was undertaken to achieve the purpose of this study. The method used in collecting the empirical data is in-depth interviews with purchasing employees of these companies: Lagermetall AB, Atlas Copco AB, SAAB Tech AB and Husqvarna AB. Results: Most of the structural bonds, based on this study, were introduced at the beginning of the relationships. Some of the reasons for introducing these bonds are: improved product quality, joint product development, knowledge transfer, innovation and communication. Though the bonds may be introduced by the more powerful organization in the relationship, there is interdependency in the relationship. The bonds influenced the following in the relationship: trust, commitment and cooperation, information sharing, and performance but also generated lock-in effects.

<p>Small and medium sized companies are important to the European economy and considered as the true backbone of the European economy, being primarily responsi-ble for wealth and economic growth. Further, the purchasing function of small and medium sized companies had become more and more important to firms within the creating of competitive advantages. Additional, former research emphasizes the need of companies to engage in closer relationships in order to survive in nowadays business environments.</p><p>These three issues, - SMEs, its purchasing performance and the relationships the small and medium sized firms are engaged with are interrelated and therefore the essences of the thesis. The thesis is limited to the manufacturing industry due to the potential wide area of small and medium sized companies.</p><p>The purpose of the thesis is to examine the purchasing practices of small and me-dium sized enterprises with a focus on strategic considerations and supplier relation-ships.</p><p>The research project is developed with four single case studies. Participating companies were two small sized manufacturing companies and two medium sized manufac-turing companies, defined according to the definition of the European Commission.</p><p>The study is built on a critical review of former literature and research findings within the purchasing area and the area of small and medium sized companies. The find-ings from literature review (frame of references) and the findings from the empirical study were connected in order to fulfill the purpose of the thesis as well as the developed research questions.</p><p>In the analysis, the characteristics of SMEs purchasing process were outlined. Evi-dence for strategic consideration were found and the characteristics of the companies relationships where established.</p><p>Small and medium sized enterprises have developed its purchasing performance po-sitively in the comparison to former research findings. By using business technology systems, strategic planning and deliberations and finally through building close and long-term relationships, manufacturing SMEs found a suitable ways to perform its purchasing activities successful and found its place in sophisticated supply chains.</p>

<p>Företag verkar i en omvärld med snabb teknisk utveckling. Ett led i denna utveckling är att automatisera inköpsprocessen med olika IT lösningar. Nya koncept och elektroniska lösningar efterfrågas konstant av företagen för att kunna uppnå mer effektivitet i inköpsprocessen, känt som E-procurement management. Detta koncept har blivit allmänt utbrett i fordonsindustrin, vilket har sin orsak i att en bil är en system produkt med 20 000 beståndsdelar och där av många transaktioner vid inköp av dessa delar. För att kunna automatisera inköpsprocessen måste företaget undersöka och analysera vilka nya tekniska lösningar och vilka elektroniska hjälpmedel som finns. Med hänsyn till detta avser denna studie att fokusera på att analysera hur en inköpsprocess i fordonsindustrin kan automatiseras. Författarna har valt att titta närmare på tre olika elektroniska hjälpmedel. Därtill kommer studien innehålla att analysera vilken inverkan en viss produkt och leverantörs typ har på val av elektroniska lösningar. En annan väsentlig fråga som också kommer att diksuteras är hur vid en automatisering av inköpsprocessen påverkar leverantörsrelationen. Dessa frågor kommer att innebära att studera både köparen´s och säljaren´s perspektiv.</p><p>Syftet med denna uppsats är att analysera hur en inköpsprocess i strategiska relationer i bilindustrin kan automatiseras, med hänsyn tagen till vilken typ av produkt och leverantör beträffande val elektroniska hjälpmedel. Vi kommer också studera den eventuella påverkan på kund - leverantör förhållandet som en automatisering kan leda till. För studien har en kvalitativ metod använts, detta för att få en mer precis och djupare kunskap i hur kund- leverantör relationen påverkas vid en automatisering. Författarna har genomfört intervjuer hos ett stort biltillverknings företag i Sverige, och med tre av deras leverantörer.</p><p>Studien visade på att där finns ett flertal områden i inköpsprocessen som kan effektivieras. Två drivare har konstaterats som möjliga lösningar : Covisint och web-EDI. Vidare är det möjligt att dra slutsatsen att en automatisering av inköpsprocessen påverkar leverantörsrelationen. Författarna har dragit slutsatsen att företag inte bör rusa in i en automatisering, istället måste uppmärksamheten riktas till frågan om i vilken grad av automatisering som kan tillåtas utan att det får en negativ inverkan på relationen. Vidare bör företaget grundligt studera vilken elektronisk lösning som är mest passande, därtill med hänsyn till vilken typ av produkt och leverantör det handlar om.</p> / <p>Companies operate in a changing world with rapid technological development. Automation of the purchasing process in companies by means of electronic solutions is in line with this development. Companies constantly demand new concepts and electronic solutions in order to make the purchasing process more efficient, known as E-procurement management. This concept has become widespread in the automotive industry owing to that a car is a system product that on average consists of 20 000 parts, and consequently many transactions when purchasing these products. However, to be able to automate the purchasing process the company has to explore and analyze what new technology solutions there are. With regard to this, the study will focus to analyze how a purchasing process in the automotive industry can be automated. The authors have chosen to look deeper into three different electronic solutions. Thereto the study will examine what impact a certain type of product and supplier has concerning electronic solution. Additionally, how the buyer-supplier relationship is affected of automation is a fundamental question when considering automation, and will therefore be discussed in the study. These questions will concern to study both the buyer’s and the supplier’s perspective.</p><p>The purpose of this thesis is to analyse how a purchasing process can be automated in strategic relationships in the automotive industry, thereto taking product and supplier type into consideration concerning electronic solutions. We will also study the possible effect on the buyer-supplier relationship of automation. A qualitative method has been employed, in order to get a more precise and deep knowledge of the subject. The authors have conducted interviews with respondents working at a large car manufacturing company in Sweden, and with three suppliers to this company.</p><p>The study found that there are several areas in the purchasing process that still can be more efficient. Two technological drivers have been outlined as potential solutions: Covisint and web-EDI. Moreover, it is possible to conclude that an automation of a purchasing process will have an effect on the buyer-supplier relationship. The authors have drawn the conclusion that companies should not rush into things such as an automation. Much attention should be paid to the question what degree of an automation that can be allowed before it will have a negative effect on the relationship. Moreover, they should thoroughly study on what electronic solution is most suitable, thereto with consideration to what type of product and supplier one is dealing with.</p>

During the last decades, the competition changed from taking place between individual companies to take place between supply chains. As a natural consequence, the importance of buyer-supplier relationships (BSRs) increased since both actors need to work together (Dyer &amp; Singh, 1998; Kannan &amp; Choon Tan, 2006). During a seminar provided by the Swedish trade and employers’ association Trä- och Möbelföretagen (TMF), companies within the Swedish furniture industry revealed the BSR management to be deficient from time to time, where price focus has increased from the producer side. Whereas the suppliers stressed the disinterest to compete on price, the authors formulated the purpose of this thesis as: To investigate how the furniture industry can further develop the management of BSRs for the benefit of both producers and suppliers within the industry segment. To fulfill the purpose, the authors have conducted an observation, interviews and distributed a survey to both producers and suppliers of the studied industry segment, design- and office furniture. The aim was to holistically understand how the BSRs are currently managed, and from the current state provide improvement suggestions. The analysis of the collected data highlights that the problems perceived by the companies are not as wide-ranging as first indicated, but there are rather small-scale changes that need to be done in order to improve the BSR management. The suggested improvements that need to be considered were drafted from earlier theories and merged into a single BSR framework. However, a BSR development model, suggesting that the furniture industry could beneficially manage the BSRs more strategically, also accompanies the BSR framework. The authors conclude that in order for companies to manage BSRs more strategically, the main focus needs to shift from price towards flexibility, long-term commitment and co-development. Only by shifting focus from transactional BSRs towards collaborative BSRs, the authors argue the furniture industry can realize the domestic BSRs’ full potential.

Företag verkar i en omvärld med snabb teknisk utveckling. Ett led i denna utveckling är att automatisera inköpsprocessen med olika IT lösningar. Nya koncept och elektroniska lösningar efterfrågas konstant av företagen för att kunna uppnå mer effektivitet i inköpsprocessen, känt som E-procurement management. Detta koncept har blivit allmänt utbrett i fordonsindustrin, vilket har sin orsak i att en bil är en system produkt med 20 000 beståndsdelar och där av många transaktioner vid inköp av dessa delar. För att kunna automatisera inköpsprocessen måste företaget undersöka och analysera vilka nya tekniska lösningar och vilka elektroniska hjälpmedel som finns. Med hänsyn till detta avser denna studie att fokusera på att analysera hur en inköpsprocess i fordonsindustrin kan automatiseras. Författarna har valt att titta närmare på tre olika elektroniska hjälpmedel. Därtill kommer studien innehålla att analysera vilken inverkan en viss produkt och leverantörs typ har på val av elektroniska lösningar. En annan väsentlig fråga som också kommer att diksuteras är hur vid en automatisering av inköpsprocessen påverkar leverantörsrelationen. Dessa frågor kommer att innebära att studera både köparen´s och säljaren´s perspektiv. Syftet med denna uppsats är att analysera hur en inköpsprocess i strategiska relationer i bilindustrin kan automatiseras, med hänsyn tagen till vilken typ av produkt och leverantör beträffande val elektroniska hjälpmedel. Vi kommer också studera den eventuella påverkan på kund - leverantör förhållandet som en automatisering kan leda till. För studien har en kvalitativ metod använts, detta för att få en mer precis och djupare kunskap i hur kund- leverantör relationen påverkas vid en automatisering. Författarna har genomfört intervjuer hos ett stort biltillverknings företag i Sverige, och med tre av deras leverantörer. Studien visade på att där finns ett flertal områden i inköpsprocessen som kan effektivieras. Två drivare har konstaterats som möjliga lösningar : Covisint och web-EDI. Vidare är det möjligt att dra slutsatsen att en automatisering av inköpsprocessen påverkar leverantörsrelationen. Författarna har dragit slutsatsen att företag inte bör rusa in i en automatisering, istället måste uppmärksamheten riktas till frågan om i vilken grad av automatisering som kan tillåtas utan att det får en negativ inverkan på relationen. Vidare bör företaget grundligt studera vilken elektronisk lösning som är mest passande, därtill med hänsyn till vilken typ av produkt och leverantör det handlar om. / Companies operate in a changing world with rapid technological development. Automation of the purchasing process in companies by means of electronic solutions is in line with this development. Companies constantly demand new concepts and electronic solutions in order to make the purchasing process more efficient, known as E-procurement management. This concept has become widespread in the automotive industry owing to that a car is a system product that on average consists of 20 000 parts, and consequently many transactions when purchasing these products. However, to be able to automate the purchasing process the company has to explore and analyze what new technology solutions there are. With regard to this, the study will focus to analyze how a purchasing process in the automotive industry can be automated. The authors have chosen to look deeper into three different electronic solutions. Thereto the study will examine what impact a certain type of product and supplier has concerning electronic solution. Additionally, how the buyer-supplier relationship is affected of automation is a fundamental question when considering automation, and will therefore be discussed in the study. These questions will concern to study both the buyer’s and the supplier’s perspective. The purpose of this thesis is to analyse how a purchasing process can be automated in strategic relationships in the automotive industry, thereto taking product and supplier type into consideration concerning electronic solutions. We will also study the possible effect on the buyer-supplier relationship of automation. A qualitative method has been employed, in order to get a more precise and deep knowledge of the subject. The authors have conducted interviews with respondents working at a large car manufacturing company in Sweden, and with three suppliers to this company. The study found that there are several areas in the purchasing process that still can be more efficient. Two technological drivers have been outlined as potential solutions: Covisint and web-EDI. Moreover, it is possible to conclude that an automation of a purchasing process will have an effect on the buyer-supplier relationship. The authors have drawn the conclusion that companies should not rush into things such as an automation. Much attention should be paid to the question what degree of an automation that can be allowed before it will have a negative effect on the relationship. Moreover, they should thoroughly study on what electronic solution is most suitable, thereto with consideration to what type of product and supplier one is dealing with.

Cette thèse vise à étudier l’impact du guanxi sur la gestion de la chaîne d’approvisionnement. Dans un premier temps, nous examinons historiquement l’évolution de guanxi et discutons ses impacts sur les performances de l’entreprise. Ensuite, en utilisant des données d'entretiens qualitatifs et une enquête quantitative auprès d'acheteurs chinois en France, nous créons une échelle de mesure guanxi pour la relation acheteur-fournisseur Sino-Française et montrons que l'impact du guanxi sur la performance de la chaîne d'approvisionnement est positif. De plus, grâce aux données d'enquête de 200 fabricants chinois exerçant des activités à l'étranger, nous démontrons que la relation médiatisée entre le guanxi et la performance de la chaîne d'approvisionnement est modérée par la culture individuelle. Nos résultats de recherche non seulement prouvent empiriquement l’importance du guanxi sur le marché international, mais révèlent également que l’efficacité des différents types de guanxi dépend de l’orientation culturelle du partenaire. / This thesis aims to investigate guanxi’s impact on supply chain management. As a first step, we historically review guanxi’s evolution and discuss its impacts on business performance. Next, by using data from qualitative interviews and a quantitative survey collected from Chinese buyers in France, this thesis creates a guanxi measurement scale for Sino-Franco buyer-supplier relationship, and reveals that guanxi’s positive impact on supply chain performance is mediated by supply chain collaboration. Furthermore, through draw on the survey data of 200 Chinese manufacturers with overseas business, this thesis demonstrates that the mediated relationship between guanxi and supply chain performance is moderated by individual culture. Our research results not only empirically prove guanxi’s importance in the international market, but also uncover that the effectiveness of different types of guanxi that depends on the partner’s cultural orientation.

Submitted by Claudio Minerbo (claudiominerbo@terra.com.br) on 2016-02-24T16:43:06Z No. of bitstreams: 1 THE DIMENSIONS OF TRUST IN INTERORGANIZATIONAL RELATIONSHIPS.pdf: 1508798 bytes, checksum: 02e0da1487ce8b8d60390ac69d2094a7 (MD5) / Approved for entry into archive by Pamela Beltran Tonsa (pamela.tonsa@fgv.br) on 2016-02-24T16:43:52Z (GMT) No. of bitstreams: 1 THE DIMENSIONS OF TRUST IN INTERORGANIZATIONAL RELATIONSHIPS.pdf: 1508798 bytes, checksum: 02e0da1487ce8b8d60390ac69d2094a7 (MD5) / Made available in DSpace on 2016-02-24T17:39:37Z (GMT). No. of bitstreams: 1 THE DIMENSIONS OF TRUST IN INTERORGANIZATIONAL RELATIONSHIPS.pdf: 1508798 bytes, checksum: 02e0da1487ce8b8d60390ac69d2094a7 (MD5) Previous issue date: 2016-01-28 / Apesar da pesquisa em confiança interorganizacional e sua relação com performance ter sido conduzida sob as perspectivas da Teoria de Custos de Transação, Teoria das Trocas Sociais e Canais de Marketing, três importantes lacunas na literatura requerem investigação. Primeiro, está em andamento um debate conceitual sobre a multi-dimensionalidade da confiança, e como ela deve ser operacionalizada e medida, e que se divide em três correntes de pensamento - um construto multidimensional definido por dimensões não dominantes, um construto baseado em duas dimensões dominantes (afetiva e calculativa), ou um construto unidimensional. Segundo, existe ambiguidade em como as dimensões da confiança são definidas, levando a artefatos de equivalência nas escalas e resultados contraditórios. Terceiro, as diferentes percepções que compradores e fornecedores podem ter em cada dimensão da confiança e seu impacto na performance logística ainda não estão claros. Esta pesquisa empírica examina a confiança nas relações entre compradores e fornecedores no setor de logística no Brasil, através de duas amostras e estudos independentes: um examina a percepção dos compradores e o outro examina a dos fornecedores. Em seguida, os dois estudos são comparados para determinar as diferentes perspectivas da confiança e as implicações na performance logística. A análise multivariada mostrou que a confiança parece estar presente nas relações interorganizacionais, e é a percepção do comprador que possui maior relação com a performance logística. Ao mesmo tempo, compradores percebem fornecedores de forma mais negativa nas dimensões mensuráveis (competência e performance), enquanto não foram encontradas diferenças nos aspectos sociais (honestidade e benevolência), o que pode ser resultado do ambiente e cultura pesquisados. As análises mostraram que, apesar da confiança poder ser definida como um construto multidimensional, ela deve ser operacionalizada como um construto unidimensional direcionado pela competência e credibilidade. Este estudo contribui para a prática sugerindo formas de aumentar a confiança interorganizacional para aumento da performance. / Although research on interorganizational trust and its relationship with performance has been conducted for a long time and through Transaction Cost Economics, Social Exchange Theory and Marketing Channels, three gaps were found in the literature to be explored. First, there is an ongoing debate around three conceptual streams on the multidimensionality of trust and how it should be operationalized and measured - as a multidimensional construct defined by non dominant dimensions, a construct based on two dominant dimensions (affective and calculative), or as a single dimensional construct. Second, there is still some ambiguity in how the dimensions of trust have been defined and operationalized, leading to artifacts of measurement equivalence and contradicting results. Third, the different perceptions that buyers and suppliers may have in each dimension of trust and its consequence to logistics performance is still unclear. This research examines trust in buyer-supplier relationship in one empirical study with two independent samples in the logistics sector in Brazil: one examines buyers‘ perceptions and the second examines suppliers‘ perceptions. The two studies are then compared in order to determine the different perceptions of trust and implications to logistics performance. Multivariate analysis show that trust seems to be present in interorganizational relationships, and is the buyer´s perception of trust on the supplier that has a stronger relationship with logistics performance. At the same time, buyers have a more negative perception of suppliers in measurable dimensions of trust (competence and performance), while no differences were found in social aspects of trust (honesty and benevolence), and this may be a result of environment and cultural characteristics. Data analysis showed that trust can be defined as a multi-dimensional construct but should be measured as a single-dimensional construct driven by competence and credibility. This study contributes to practice by suggesting how managers could better leverage interorganizational trust to improve logistics performance.

Este trabalho aborda a estratégia na relação com os fornecedores em empresas de alta tecnologia e produtos complexos. Para tanto, foi tomado o caso da fabricação de aeronaves produzidas pela Embraer, que se destacou pela sua estratégia de parceria com seus fornecedores, principalmente na linha dos produtos das Famílias ERJ 145 e E-Jets. No entanto, na sua última linha de produtos, o que se percebe é uma estratégia diferenciada no seu modo de se relacionar com seus fornecedores, o que levou à questão da pesquisa. O presente trabalho discute as opções de relacionamento com fornecedores, do simples fornecimento ao compartilhamento de investimentos e riscos, e as racionalidades subjacentes. As técnicas utilizadas para elaborar o trabalho foram observação direta e pesquisa em dados secundários, revistas especializadas, web sites vinculados à indústria aeronáutica e associações, artigos acadêmicos e documentos da empresa. Além disso, foram conduzidas entrevistas semi-estruturadas, com empregados e ex-empregados da empresa, inclusive diretores. Os resultados mostram que, apesar de as grandes empresas como Boeing e Airbus terem adotado o modelo de parceria de risco desenvolvido pela empresa em estudo, esta hoje adota um modelo híbrido, com foco em lições anteriormente aprendidas na relação com fornecedores. / This paper discusses the strategy for relationship with the suppliers at high-tech and complex product companies. Therefore, the case studied was the manufacture of aircraft produced by Embraer and its unique strategy of partnering with suppliers, mainly when dealing the products of the ERJ145 and E-Jets families. In the company\'s latest line of products a particular strategy is observed in terms of relationship with suppliers, which led to our research question. This paper discusses the options of supplier relationships, from simple supply to shared investments and risks, and the rationales that underly them. The techniques used in this study were direct observation and research on secondary data, journals, websites linked to the aircraft industry and associations, academic papers, and the company\'s documents. In addition, semi-structured interviews were conducted with both current and former employees. The results show that despite the fact that large companies like Boeing and Airbus use the partnership model of risk adopted by the company under study, Embraer is currently adopting a hybrid model focusing on lessons learned earlier in its supply chain.

No contexto atual do ambiente empresarial, a gestão da cadeia de suprimentos surge como um veículo através do qual as empresas podem obter vantagem competitiva. As empresas passaram a ser instadas a alterar o modelo tradicional de relacionamento distante e de curto prazo - mercado puro, com seus fornecedores, por uma relação colaborativa de longo prazo - parceria. A literatura relevante sobre parceria destaca uma série de atributos e características que devem estar presentes neste tipo de relacionamento, para que as empresas possam atingir os resultados a que se propuseram. Nesta pesquisa, desenvolve-se uma análise da literatura relevante em gestão de cadeia de suprimentos e gestão de relacionamentos, e apresenta-se um modelo conceitual, desenvolvido por Mohr e Spekman e revisitado pelo autor, que expõe os fatores associados a parcerias de sucesso. Um estudo de caso foi realizado, durante o ano de 2006, mostrando a evolução do modelo de relacionamento entre fabricante e fornecedor, em uma indústria aeronáutica brasileira, buscando verificar a presença ou não das características do modelo apresentado. O resultado do estudo gera a percepção de que, embora tenha havido uma evolução no relacionamento fabricante-fornecedor em direção ao modelo colaborativo, ainda existe um bom caminho a ser trilhado pela empresa para atingir a relação de parceria preconizada pelo modelo referencial utilizado neste trabalho. / In the current context of enterprise environmental, supply chain management appear as a vehicle through which a company can get competitive advantage. Companies started to be pushed to change the traditional far away and short term relationship model - arm\'s length - with their suppliers for a long term collaborative relation - partnership. The relevant literature about partnership points out a series of attributes and characteristics that should be present in this kind of relationship in order to allow companies to attain proposed results. This research develops an analysis of relevant literature concerning supply chain management and relationship management, and provides a conceptual model, developed by Mohr and Spekman and revisited by this author, that shows the factors associated with successful partnership. A case study is dropped, during 2006, showing the evolution of such buyer-supplier relationship model, in a Brazilian aerospace industry, searching to verify the presence or not of those attributes presented in the conceptual model. Results from the study generates a perception that, although have been noticed an evolution on buyer-supplier relationship toward the collaborative model, there is a long way ahead to meet the partnership referenced at the conceptual model presented in this study.