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dc.contributor.authorBrennan, Ross
dc.contributor.authorTurnbull, Peter W.
dc.identifier.citationBrennan , R & Turnbull , P W 1999 , ' Adaptive behavior in buyer-supplier relationships ' , Industrial Marketing Management , vol. 28 , no. 5 , pp. 481-495 .
dc.identifier.otherPURE: 843455
dc.identifier.otherPURE UUID: d02a27c6-7ba0-4527-89ee-ea1ca9aaedff
dc.identifier.otherWOS: 000082327300006
dc.identifier.otherScopus: 0033196305
dc.identifier.otherORCID: /0000-0002-7179-2960/work/62750320
dc.description.abstractIt is a feature of business-to-business markets that individual buyer-supplier relationships can assume great importance for both the buying and the selling organization. In such relationships both firms, to a greater or lesser extent, make specific adaptations. Such adaptive behavior may be designed to meet some specific need of the partner, or to nurture and develop the relationship itself: The article, which is based on case studies collected at both ends of 13 buyer-supplier relationships, examines motivations and decision-making processes underlying adaptive behavior in buyer-supplier relationships. As an increasing number of firms espouse an explicit "partnering" approach to buying and selling in business markets, the question is addressed of the extent to which the explicit strategy of the firm (relationship marketing or partnership sourcing) is likely to be reflected in concrete adaptive behavioren
dc.relation.ispartofIndustrial Marketing Management
dc.titleAdaptive behavior in buyer-supplier relationshipsen
dc.contributor.institutionHertfordshire Business School
dc.contributor.institutionSocial Sciences, Arts & Humanities Research Institute
dc.contributor.institutionDepartment of Marketing and Enterprise
dc.description.statusPeer reviewed
rioxxterms.typeJournal Article/Review

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