U.S. Buyers' Relationships with Pacific Rim Sellers

Robert E. Spekman

38 citations0/0 files storedJournal of Supply Chain Management

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Quality and Supply Management Customer Service Quality and Loyalty Outsourcing and Supply Chain Management

Abstract

In the 1980s, corporate procurement practices changed dramatically. Many buyers sought closer, more cooperative trading relationships with sellers and often attempted to source on a global scale. In a number of instances, the trading partner was an Asian supplier. However, despite these efforts to improve their competitive position, U.S. firms often did not understand fully the nature of these more collaborative trading relationships. This study describes the nature of trading relationships between a sample of American industrial buyers and Pacific Rim sellers.

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References

1975Markets and Hierarchies 1988Strategic supplier selection: Understanding long-term buyer relationships 1987Hybrid Organizational Arrangements: New Form or Transitional Development?1979Toward a Concept of Domesticated Markets 1983The Political Economy Paradigm: Foundation for Theory Building in Marketing 1983The Political Economy Paradigm: Foundation for Theory Building in Marketing 1987Business Alliances and the Strategy of the Japanese Firm 1988Single Source Qualification

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