Developing effective customer-supplier relationships: More than one way to skin a cat

Steve New, Bernard Burnes

    Research output: Contribution to journalArticlepeer-review

    Abstract

    The paper uses data from a questionnaire survey of UK firms to examine the ways in which benefits and costs are divided in buyer-supplier relationships. These results are analysed in the light of Burnes and New′s framework for considering supply chain improvement. The results indicate that some caution is required in the applicability of the notion of "win-win" in buyer-supplier collaborations. Conclusions are drawn for theory and practice. © MCB UP Ltd.
    Original languageEnglish
    Pages (from-to)377-388
    Number of pages11
    JournalInternational Journal of Quality and Reliability Management
    Volume15
    Issue number4
    DOIs
    Publication statusPublished - 1998

    Keywords

    • Customers
    • Supplier relations
    • Supply-chain management
    • United Kingdom

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