Buyer-Supplier Partnerships in the Global Apparel Industry: A Study of US Buyers and Indian Suppliers

Abstract

The purpose of this article is to explore US apparel industry buyers’ perceptions of and experiences with building partnerships with their Indian suppliers. A qualitative methodology was used for data collection and interpretation. In-depth interviews were conducted with twenty-three buyers in the USA engaged in sourcing apparel products from Indian suppliers. A thematic interpretation of the interview data revealed six factors participants look for when working with their suppliers in India: Expertise, Convenience, Price, Functionality, Service, and Partnership. Participants valued the unique offerings provided by Indian suppliers, and preferred to focus on building strong partnership-based relationships with a few select suppliers rather than working with many different suppliers. Four types of partnerships were defined based on the interview data. Results of the study contribute to both U.S. apparel industry buyers’ and Indian suppliers’ knowledge of relationship-building in the global apparel industry.