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

    40 Downloads (Pure)


    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
    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


    Conference28th International IPSERA Conference 2019
    Abbreviated titleIPSERA 2019
    Internet address

    Cite this