Research report presented to SBL, Unisa, Midrand. / There is a dearth of literature on how buyer-supplier relationships are organised in industries in developing countries. In this study, we drew on the existing theoretical framework on buyer-supplier relationships to establish the nature of buyer-supplier relationships in the Zimbabwean tobacco industry. Managers may use these findings as a foundation for further research on how these relationships can be improved and to gauge their current position to enable planning for strategic positioning in global competitive markets.

Research report presented to SBL, Unisa, Midrand. / There is a dearth of literature on how buyer-supplier relationships are organised in industries in developing countries. In this study, we drew on the existing theoretical framework on buyer-supplier relationships to establish the nature of buyer-supplier relationships in the Zimbabwean tobacco industry. Managers may use these findings as a foundation for further research on how these relationships can be improved and to gauge their current position to enable planning for strategic positioning in global competitive markets.

Strategic procurement items, including complex engineered equipment and systems essential for project performance, are frequently designed, manufactured, and delivered by suppliers who are outside the circle of cooperation between owner, engineer, and contractor. When suppliers are excluded from the design and planning stages of a project, much of the knowledge needed for successful design and integration is lost or underutilized. This research was done as part of a Construction Industry Institute sponsored project to develop and quantify a step change to the EPC process that will bring the supplier into the circle of cooperation between the owner, engineer, and contractor. The result was a step change entitled PEpC (Procure, Engineer, procure, and Construct). This research also sought to provide implementation guidelines for the recommended step change. Through an examination of the literature, a survey of industry experts, and the review of four case studies, this research found that PEpC, the step change recommended by the Construction Industry Institute research team, may reduce both the time and cost required to complete a project. The anticipated savings in project duration is expected to fall between 10 and 15 percent, while the anticipated reduction in project direct labor cost is expected to fall between 4 and 8 percent. / Master of Science

Lic.-avh. (sammanfattning) Stockholm : Kungliga Tekniska högskolan, 2007. / Härtill 3 uppsatser.

The purpose of this research was to study customer-supplier relationships, and particularly their partnerships, to help managers and practitioners successfully design, develop, implement and deploy tools and joint practices for their upstream systems. To achieve this purpose, a total of 1,811 (potential mailed survey questionnaire respondents) and 7 (structured interviewees) managers who are responsible for purchasing, sales/ marketing, quality-related, and production- or operations-related functions of U.S. private manufacturing companies in SIC 35, 36, and 37 were used to collect qualitative and quantitative data. Using 172 usable mailed survey questionnaire responses (response rate: 9.78%) and qualitative data from the structured interviews, the following major findings were derived: • Four tools/joint practices most frequently used in customer-supplier relationships were supplier certification/verification, joint problem-solving teams, quality audits, and Just-In-Time production and delivery, • Five tools/joint practices that have been used most effectively were ISO 9000 and/or QS 9000 and/or Baldrige criteria, quality audit, JIT production/delivery, joint planning, and joint problem-solving teams, • Five tools/joint practices that have been most internalized were ISO 9000 and/or QS 9000 and/or Baldrige criteria, quality audit, JIT production/delivery, joint problem-solving teams, and supplier or customer performance measurement systems, • Overall perceived organizational performance improvement was 25% (30% quality improvement, 21% cost reduction, and 26% cycle time reduction). In addition to these findings, eight hypothesized relationships were tested using two independent variables (joint use of specific tools and joint use of practices) and four dependent variables (informed partners, role integrity, conflict resolution, and mutuality). The results showed that customer and supplier companies do not share the same experience with respect to the relationships between the two independent variables and conflict resolution. Using these findings, a set of practices was proposed as a means for further improving specific organizational performance dimensions and providing a mechanism to better share the consequences of joint action. / Ph. D.

By the end of 20th century many industries including automotive supply industry have undergone significant merger and acquisition activity. Mergers and acquisitions have led to geographical expansions of OEM’s (Origininal Equipment Manufacturer) across country borders and across continents. This tendency can be explained by the pressure to manufacture better equipments and less expensive vehicles which lead to specialization and internationalization of the truck industry. Plus, these consolidation trends are still actual phenomena in truck industry and can bring structural and strategic changes in the supply chain. Apparently. these trends bring a challenge for automotive suppliers, which is how to sustain competitive market position after the merger of important customers. By using the example of Scania and MAN consolidation, this research adopts case-study method with qualitative approach. The intent is to clarify how the buyer–supplier re-lationship is influenced by post-merger sourcing strategy in the automotive industry, with the purpose to investigate and analyze supplier strategic response mechanisms against pos-sible impacts of post-merger sourcing strategy in truck industry. The findings emphasize the importance of sourcing strategy changes in achieving the motives of the merger. We also identify a set of specific supplier selection criteria that appear to cause changes in the sourcing strategy of merged OEMs which, ultimately, influ-ence their purchase decisions.Then it is observed that dimensions like interaction, power-balance, and collaboration in buyer-supplier relationships vary with regards to sourcing strategy changes. Together, the findings contribute to our understanding of the strategic reponse mechanisms like business reengineering and restructuring through which suppliers can improve their market-related performance and better postion themselves in front of the merging customers.

The research presented in this thesis has focussed on exploring buyer- supplier relationships from a human perspective. To date, researchers across the globe have studied buyer-supplier relationships and endeavoured to find means to try to make them better. This has led to many new relationship development programmes initiated by companies and new concepts introduced by academics for the betterment of buyersupplier relationships. The focus of academics has been in trying to study buyersupplier relationships from various factors, viz. power, opportunistic behaviour, unethical behaviour, partnerships, collaborations, etc. All these endeavours have focussed on using technology or business processes in order to streamline operations and create environments, which would foster partnerships or collaborations. One aspect not usually given prominence in these studies has been the presence of humans in the relationship as representatives of the transacting companies. Giving this more focus, the researcher feels that organisational culture plays a very strong role in the way organisations operate, and when two organisations transact with each other the individual culture is bound to play a role in the way the transaction is conducted. The individual culture of the organisation also depends upon the humans in the organisation. Since, the focus of the research was on exploring the buyer-supplier relationships from a human perspective, the research sought this perspective from people working in purchasing or sales functions in different companies. The information was collected by conducting "Phenomenological Interviews" with focus on "critical incidents" affecting the relationship. The information was analysed for themes which led to the need to study buyer-supplier relationships from two perspectives: 1) game-like behaviour, 2) discretion, humans have in the relationship. The presence of game-like behaviour and humans in the relationship led the researcher to study the concepts of "Transactional Analysis" and check for the feasibility to transfer the concepts from a therapeutic setting to buyer- supplier relationships. The research has been successful in exploring issues affecting buyer-supplier relationships. A methodology for aligning supply chains by taking into account human issues has been proposed. The methodology comprises a relationship framework that is used for studying buyer-supplier relationships on a macro- level based on the levels of satisfaction the entities have with each other. Since high levels of dissatisfaction lead to various change- inducing transactions or game-like behaviour between the entities, the framework identifies the status of the relationship, and can be used to gauge what's going to happen to it, once the transaction is over. The concepts of Transactional Analysis and the tools associated with it, viz. Drama Triangle analysis and structural modelling are useful in studying the dynamics of the transactions from the human perspective and also from a psychological perspective.

The interaction among firms in the supply chain is necessary for business process execution and relationship success. One phenomenon of great significance to buyer-supplier relationships is opportunism. Opportunism is defined as behavior that is self-interest seeking with guile. It is manifested in behaviors such as stealing, cheating, dishonesty, and withholding information. Opportunism negatively impacts relational exchange tenets such as trust, commitment, cooperation, and satisfaction. Furthermore, perceptions of opportunism negatively affect firm performance. In lieu of the known negative effects of opportunistic behavior on buyer-supplier relationships, why do agents continue to engage in opportunistic tactics with their exchange partners? A comprehensive examination is necessary in order to understand why sourcing professionals engage in acts of opportunism. Understanding why opportunism occurs will reveal how to deter it, and this remains a gap in the literature. Based on theories in economics, marketing channels, supply chain management, decision science, and psychology, a comprehensive model tested a set of factors hypothesized to drive the use of opportunistic tactics. Factors include buyer-supplier relationship-specific factors, environmental factors, individual personality-related factors, and situational factors. Data was collected via internet survey of sourcing professionals from private industry and government agencies. Common to many studies of ethics, respondents made choices based on two hypothetical vignettes. Two logistic regression models were used to test the hypotheses. Factors found to affect buyer opportunism included buyer power, corporate ethical values, pressure to perform, leadership opportunism, business sector, honesty/integrity, and subjective expected utility. This research contributes to theory by combining several disparate theories to best explain opportunism. A comprehensive evaluation should determine which theory explains the most variance in decision making. The study contributes to practice by identifying those important factors contributing to a sourcing professional's decision to use opportunistic tactics. The ability to manage these factors should improve the probability of relationship success. Additionally, the identification of these factors should help leaders to make more accurate estimates of transaction costs - key knowledge required to make an informed make or buy governance decision.

Apresentada atualmente como fundamental para a vantagem competitiva das empresas, a desintegração vertical de processos é uma ação geral que, uma vez adotada, leva a novas formas de relacionamento com fornecedores. Estas novas formas de relacionamento de empresas com fornecedores fazem com que cadeias de suprimento passem a ser estruturadas por meio de vínculos de cooperação contratual, em contraposição à estruturação vertical por meio de vínculos de cooperação hegemônica. Nesta dissertação estabelecem-se primeiramente os conceitos de cadeia de suprimento e de desintegração vertical de processos; analisam-se em seguida as várias formas de relacionamento contratual que uma empresa pode estabelecer com fornecedores e daí deduzem-se critérios de escolha de fornecedores em coerência com o relacionamento que a empresa irá estabelecer com os fornecedores escolhidos. Para submeter a teste esta dedução, realizou-se uma pesquisa em duas empresas do ramo químico, por meio da qual se identificaram os critérios que estas empresas adotam para escolher fornecedores e estabelecer com eles vínculos de relacionamento contratual. Os resultados da pesquisa levam à conclusão de que as empresas pesquisadas estabelecem com seus fornecedores os relacionamentos mais adequados conforme as circunstâncias, mas não ‘o relacionamento ideal’. A dissertação se encerra com proposta de um programa de estudos transdisciplinares sobre a gestão de suprimentos em geral e os relacionamentos cliente-fornecedor em especial. / Put nowadays as basic for the competitive advantage of companies, vertical disintegration of processes is a wide action that, once adopted, gives rise to new forms of relationships with suppliers. These new forms of relationships between firms and their suppliers draw to the structuring of supply chains according to links of contractual co-operation, in contrast to their vertical structuring according to links of hegemonic co-operation. In this dissertation the concepts of supply chain and of vertical disintegration of processes are settled first; following it the various forms of contractual relationship that a firm can set up with its suppliers are scrutinized and then criteria for supplier selection are inferred, consistently with the relationship the firm will set in agreement with the chosen suppliers. In order to submit this inference to a trial, a research was undertaken at two companies that carry business in the chemical branch undertaken, identifying the criteria these companies adopt for supplier selection and for setting up with the chosen ones links of contractual co-operation. The results of the research draw to the conclusion that the researched companies set up with their suppliers the most suitable relationships according to circumstances, but not ‘the ideal relationship’. The dissertation ends with the proposal of a program for transdisciplinary studies concerning supply management broadly and customer-supplier relationships in special.

Background: The globalization of markets, competition in the market place, shareholder activism has compelled firms to rethink their way of doing business. In today’s world stakeholders are placing much emphasis on supplier relationships given that the survival of firms depends on the type of relationship that exists between the supplier and the buying firm. The maintenance of supplier relationships is a complex task due to differences in interest and the opportunistic behaviour which may be on the part of the supplier or the buyer. For this reason, firms have to look out for supplier relationships that can improve their business performance and enhance their competitive advantage. Purpose:     The purpose of the study was to investigate the relationship that exists between medical devices manufacturers in Sweden and their key suppliers, and the reasons for establishing relationships. The authors were also interested in knowing how this relationship ultimately leads to improved business performance. Method: The authors used positivist perspective and a deductive approach for this thesis. The sampled firms in this study are Arcoma AB, Baxter and Cellavision and a convenience sampling method was used in selecting the companies. The empirical data for this study was collected through interviews with senior management personnel of the three companies whose head offices are located Lund and Växjö in Sweden. Results, conclusions: The supplier relationships established by Arcoma, Baxter and Cellavision, and their key suppliers was found to be collaborative. The quests to improve on quality, reduce cost and increase the responsiveness of the supply chain are some of the reasons why firms establish collaborative relationships. Establishing collaborative relationships with key suppliers leads to improved operational and financial business performance. Improvements in operational business performance could be in the form of reduction in defects, improved compliance with quality standards, and improvement in delivery reliability and reduced lead times. The benefits to the firms in terms of financial performance stems from cost reduction and the offering of competitive prices in the marketplace which leads to increased market share and revenue expansion.