Managing business networks and buyer-supplier relationships. How information obtained from the business network affects trust, transaction specific investments, collaboration and performance in the Dutch Potted Plant and Flower Industry
2004
Claro, D.P.
Managing networks and buyer-supplier relationships " attempt to provide scientific sound discussion for problems faced in business linkages. Business networks, supply chains and buyer-supplier relationships all refer to business linkages, from a web of connected relationships to a dyadic relationship. At the beginning of our study, we were triggered by the impact of the business network on collaborative, long-term buyer-supplier relationships. In other words, does the information a company obtains from the network support the buyer-supplier relationship? In fact, yes. Our study provides a theoretical framework and empirical evidence that will assist practitioners in the management of their business network and buyer-supplier relationships. The empirical evidence was gathered on the basis of two constructive steps, namely case study and survey. Buyers and suppliers in the Dutch potted flower and plant industry offered valuable insights to estimate statistical models. The involvement of buyers and suppliers allowed discussions from both sides of the relationship - purchasing and marketing.This thesis is aimed at managers at different levels in firms, which includes every decision maker in purchasing, selling or strategic planning levels. Policy makers and researchers in the field of supply chain and network management may also find useful ideas and concepts in our theoretical framework. Researchers in the fields of relationship management may be particularly interested in theoperationalizationsof the conceptual elements of the framework and the interpretation of the estimated statistical models.
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