Abstract
The relationships between buyers and suppliers have received considerable attention in recent years. Traditionally, buyer‐supplier relationships were considered as adversarial, arm’s‐length transactions. However, this relationship is moving towards a more collaborative approach. This change is subjected to the belief that suppliers are essential sources to gain competitive advantage in world markets in terms of their expertise, knowledge and their ability to share risks. The paper presents the initial findings from the responses of large companies in Hong Kong about their supplier criteria requirement. The results are also compared with a similar study conducted in the United Kingdom to obtain a clearer picture concerning Eastern and Western approaches to strategic purchasing. Some of the key reasons for the differences between purchasing practices in European and Asian companies are outlined. Such information is potentially useful since it can be used as a reference guideline for suppliers when initiating collaborative relationships with customers, who may come from different cultural backgrounds.
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