Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer- Supplier Relationships

  title={Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer- Supplier Relationships},
  author={Jan B. Heide and George John},
Recent trends in industrial markets indicate that buyers and sellers are increasingly supplanting conventional "arm's length" arrangements with "alliances" involving closer ties. The authors develop a theoretical model of industrial buyer-supplier ties that presents ioint action as a key aspect of closeness. Whereas conventional ties emphasize a clearly defined division of labor, these newer relationships are distinguished by more tightly integrated roles based on undertaking activities jointly… CONTINUE READING
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