Abstract
Over the past several years, there has been a significant shift in the way many organizations approach buyer‐seller relationships. Recent years have seen an increased interest and involvement in buyer‐supplier partnerships, which tend to be longer term, ongoing, and based on a sharing of the risks of relationship outcomes. Most of the research dealing with the partnering phenomenon has focused on buyers’ or suppliers’ perspectives of the relationship. Few research projects have looked at the perceptions of both buyers and suppliers simultaneously.This article, based on a Center for Advanced Purchasing Studies (CAPS) focus study, looks simultaneously at the perceptions of both buyers and suppliers who mutually agree that they are involved in a partnership. It explores the impetus for entering the partnership, as well as the key success factors and factors contributing to failure in previous partnering relationships. It provides useful insights into the similarities and differences in buyers’ and suppliers’ perceptions, and compares the study's findings with those of previous research studies.
Sign-in/Register to access full text options 
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a callMore From: International Journal of Purchasing and Materials Management
Disclaimer: All third-party content on this website/platform is and will remain the property of their respective owners and is provided on "as is" basis without any warranties, express or implied. Use of third-party content does not indicate any affiliation, sponsorship with or endorsement by them. Any references to third-party content is to identify the corresponding services and shall be considered fair use under The CopyrightLaw.
