Abstract
ABSTRACT Despite recognizing the strategic importance of their relationship with suppliers, most manufacturers maintained an arm's length relationship with their suppliers until the late 80s. This paper examines the underlying reasons for the dramatic changes in the supplier relationship during the late 80s and early 90s. In addition, we present a conceptual framework for mapping different types of supplier relationships for different business environments. This paper concludes with a discussion of some strategies for the buyers and the suppliers that will change the supplier relationship.
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