Prioritization of Success Factors to Sustain Buyer-Supplier Dyadic Relationship and its Impact on Business Performance

Abstract

The study elucidates critical success factors to sustain dyadic relationship between buyers and suppliers of Indian pharmaceutical industry and its influence on business performance. The success factors were identified based on social exchange, transaction cost, relationship marketing theories and an extensive literature review, though such literature relevant to Indian pharmaceutical sector is scanty. Data was collected through a questionnaire survey related to relationship information from buyers and suppliers of several pharmaceutical industries. Statistical analyses like regressions, one-way ANOVA, post hoc, were applied to analyse the data. Analytic hierarchical process was applied to validate prioritisation of success factors obtained from the statistical analysis. The authors analysed prioritisation of success factors and its impact on business performance from both buyers' and suppliers' perspective. The study deliberates in macro-ergonomic approach in formulating healthier relationship between buyer-supplier for better supply chain and enhanced performance in strategic procurement.