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Title: Process-Based Relational View: A Framework for Buyer-Supplier Interfaces
Authors: Shao, Junyang 
Darkow, Inga-Lena 
Issue Date: 2007
Publisher: University of the Thai Chamber of Commerce
Source: Junyang Shao, Inga-Lena Darkow (2007) Process-Based Relational View: A Framework for Buyer-Supplier Interfaces.
Conference: Proceedings of the 2nd International Conference on Operations and Supply Chain Management 
Buyer-supplier relationships and the interaction betweenthe two parties have long been a popular topic of industrialmarketing and purchasing. Despite the rich body ofliterature on the related topics, special focus on processbasedrelational view could be a new perspective whichfinally might lead to new findings. The purpose of thispaper is to develop a process-based framework for buyersupplierinterfaces from a dyadic perspective, which isbased on the interaction approach of Industrial Marketingand Purchasing Group (IMP), and complemented bytransaction cost theory. It is argued that the sourcingprocess and the marketing process on each side of thebuyer-supplier interface are interactive, where each step ofthe processes is being done in sync. This interaction is thenilluminated, with focus on the sourcing process from thebuyer side. The paper integrates the relational view into theinvestigation of sourcing process, discusses the interactionalong a commonly defined sourcing process, and derivespropositions concerning the strategic interaction,interaction degree and impacts of buyer-supplierrelationships on the sourcing process.
Rights: This work is protected by copyright. Reproduction or distribution of the work in any format is prohibited without written permission of the copyright owner.
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