Beyond Negotiation: Redeeming Customer-Supplier Relationships

Robert Parker

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Quality and Supply Management Customer Service Quality and Loyalty Business Strategy and Innovation

Abstract

Manufacturing - the Cinderella industry in the West closing the competitive gap - involving the supplier why the adversarial approach no longer works - if it ever did buyer-seller interdependence risk and trust - and the development of relationships the development of organizations - and the implications for buyer/seller relations an organizational strategy for developing buyer/supplier relationships creating the right conditions letting go the rock.

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1996Developing key account management competences 1999Organizing international technological collaboration in subcontractor relationships: an investigation of the knowledge-stickiness problem 2005Strategic Supply Management and Dyadic Quality Performance: A Path Analytical Model 2000Japanese Supply Chain Relationships in Recession 1999Determinants of intra‐firm trust in buyer‐seller relationships in the international travel trade 2000The effects of multimedia communication technology on non-collocated teams: a case study 1996Understanding supply chain improvement 1997A critical appraisal of aspects of the lean chain approach

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