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Paper info: MANAGING BUYER-SUPPLIER RELATIONSHIPS IN A SUPPLY NETWORK - THE BUYER?S PERSPECTIVE

Title


MANAGING BUYER-SUPPLIER RELATIONSHIPS IN A SUPPLY NETWORK - THE BUYER?S PERSPECTIVE

Authors


Sara Åhman, Sören Kock and
Åsa Hagberg-Andersson
Hanken School of Economics
Finland
Åsa Hagberg-Andersson

Place of Publication


The paper was published at the 16th IMP-conference in Bath, U.K in 2000.

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Abstract


This study analyses how a large buyer is managing its supplier network. A focus on corecompetence during the 90's have forced companies to create long-term relationships withother companies in order to get access to external resources. Within supply networks thetrend has been to reduce the number of suppliers in direct long-term contact with the buyer.The suppliers at the first tier are regarded as strategically important as they provide resourcesmatching the buyer's core competence.