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Negotiations are an essential element of buyer--supplier relationships that form the foundation of modern supply chains. Research has identified two common types of negotiation strategies that are used in buyer--supplier negotiations. A win--win negotiation strategy attempts to maximize mutual gain while a win--lose strategy focuses on obtaining a disproportionate share of benefits. This study investigates the relational costs of adopting a negotiation strategy in terms of adverse effects on knowledge sharing intentions in interdependent buyer--supplier relationships. A between-subjects scenario-based experiment is used to test hypotheses developed from applicable literature and social exchange theory. Results of the experiment indicate that employing a win--lose negotiation strategy may decrease future intentions toward information exchange, communication quality and operational knowledge transfer between buyers and suppliers. The findings inform managerial aspects of supply chain relationship management, extend the negotiation literature to consider longer-term effects of common negotiation strategies and provide insights into social exchange theory. Keywords: behavioral supply management; buyer/supplier relationships; negotiation; supply chain management; laboratory experiment; analysis of variance, INTRODUCTION At the most fundamental level, supply chains consist of interdependent buyer--supplier relationships (Cooper, Lambert & Pagh, 1997; Mentzer et al., 2001; Xu & Beamon, 2006). Supply chain members need [...]

The classic single-item, deterministic-demand, integrated vendor-buyer model is revisited. The decision problem may also be viewed as that of one centralized firm, dealing with a two-level EOQ-like supply chain with finite production rates. It is sought to optimize the production lot-size and the integral number of its shipments, in equal batches, from the vendor to the buyer. While the problem calls for discrete optimization techniques, we introduced a continuous model where one can take derivatives with respect to both variables. In this short paper, we establish a 98.5% lower bound on the accuracy of this continuous model. Keywords: Production-inventory Vendor-buyer models Supply chains Continuous approximation

Eight cases that represent the kinetics of supplier-supplier relationship are advanced and examined. Supply chain management, archetypes, operations strategy, etc. are also discussed in detail.

The value in business markets is reviewed from the perspective of both business marketing and purchasing and supply management. Both the perspectives represent a theoretical understanding of the role of business marketing and purchasing and supply.

This article describes a case study undertaken as part of a wider project concerning the emergence of collaborative customer-supplier relationships in the United Kingdom, and looks at the Rover Group automobile manufacturer and component supplier TRW. It illustrates how effective integration at the operating level does not of itself remove other areas of potential conflict, particularly in the area of costs and pricing. This may mean that the rhetoric of 'partnerships' may require some degree of decoding. However, the case also illustrates that such issues can be overcome with appropriate managerial attention., PARTNERSHIPS -- A DEVELOPING AGENDA The last ten years have seen a considerable interest by European and American companies in the concept of partnership sourcing, in contrast to the more [...]

The legality of boilerplate clauses used by suppliers has been upheld against purchasers. The clauses typically address issues of replacement warranty or credit for defective parts, and change the protections buyers usually enjoy. Purchasers who use the same suppliers often are unaware of the terms because they are not discussed, especially with telephone orders. Two legal cases are examined to demonstrate the legal ramifications of terms., It happens millions of times every day. A buyer places an order by telephone and the seller agrees to ship it. With the shipment, the seller may send an acknowledgment, [...]

NEW YORK -- Forget ad allowances and markdown money. The expression that strikes the most fear into manufacturers' hearts is vendor matrix. 'If you win, you win big,' said Howard [...]

Dynamics of the lab--vendor relationship Personal experience has convinced me that vendors are among the clinical laboratory's most important allies in today's struggling health care economy. Cultivating a creative relationship [...]

POLO/RALPH LAUREN AT THE CROSSROADS From wardrobes to home furnishings, the '80s could be described as the 'Ralph Laurening' of America. In one way or another, this highly focused image [...]

In today's world of accelerated time-to-market and continued pressure for low prices, store brands face multiple challenges to understand and ensure product quality. Reviewing a test report during or after […]

Sales transactions in which either the buyer or seller is outside the US but in a country that has adopted the United Nations Convention on the International Sale of Goods are subject to legal differences, in comparison to transactions occurring wholly within the US. Four questions designed to measure awareness of those differences are posed, and the answers are provided., In the purchase and sale of any product, the law that normally applies between domestic U.S. buyers and sellers will change if either the buyer or seller are in another [...]

THE FREIGHT PAYMENT OUTSOURCING SOLUTION Our economy finds itself in troubled times, and many companies are looking for ways to reduce their operating costs. A reduction in staff is often [...]

The article discusses the moderating role of trust in the relationships that exist between the environmental uncertainty and the manufacturer's satisfaction with the supplier performance. The analysis proves that trust often minimizes the discontent of the manufacturer with its supplier's performance.

The article explains the impact of a distributor's trust in a supplier and its use of various control mechanisms on the creation of a relational value in the market. The direct value obtained by using the contract and relational norms is shown to be highly enhanced by a distributor's honesty trust in the supplier.

At a time of extraordinary industry distress, North American automakers are using an obscure legal weapon - dubbed the 'nuclear option'' by suppliers - to keep assembly lines running. This [...]

Staff GM PILES UP DELPHI PARTS Staff General Motors' top purchasing executive confirmed the company is shifting business away from its top supplier, Delphi, as the supplier moves through its [...]