Fit in buyer-supplier relationships: Examining compatibility and complementarity of culture, operations and resources in satisfactory buyer-supplier relationships

Research output: Chapter in Book/Report/Conference proceedingConference contributionAcademic

Abstract

Purchasing function can aim to satisfy suppliers to obtain a preferred customer status with important suppliers to receive a preferential treatment. This research examines whether cultural compatibility, operational compatibility and resource complementarity of buyer and supplier do influence the supplier’s perception of the buyer and lead to a preferred customer status. A differentiation between direct and indirect procurement is made. The results show that cultural compatibility is an important influencing factor for achieving supplier satisfaction. Operational compatibility has shown an effect on preferred customer status in the context of indirect procurement, whereas resource complementarity has an effect for direct procurement.
Original languageEnglish
Title of host publicationArt and Science of Procurement, Milan, April 14th-17th, 2019
Subtitle of host publicationBook of Abstracts
Place of PublicationMilan
PublisherPolitecnico di Milano
Pages13-13
Number of pages1
Publication statusPublished - 2019
Event28th International IPSERA Conference 2019: The Art and Science of Procurement - Polytecnico di Milano, Milan, Italy
Duration: 14 Apr 201917 Jun 2019
Conference number: 28
http://www.ipsera2019.com/

Conference

Conference28th International IPSERA Conference 2019
Abbreviated titleIPSERA 2019
CountryItaly
CityMilan
Period14/04/1917/06/19
Internet address

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