Publication Type

Journal Article

Version

publishedVersion

Publication Date

12-2006

Abstract

We perceive growing expectations concerning the impact of the purchasing function and the suppliers on overall value creation of a firm. Purchasing is the gateway between the external suppliers and the internal functions creating and delivering value for customers. This shift has incredibly enhanced the importance of the supplier base. While the old arm length collaboration is perfectly suitable for some suppliers others should be treated as close partners. However, an overall framework of Supplier Relationship Management (SRM) integrating such different types of suppliers along the course of the relationship remains desirable. Our research aims to contribute by developing a framework for Supplier Relationship Management. For this purpose we are adapting and applying insights from Customer Relationship Management (CRM) as well as existing findings in supplier management literature. Finally, managerial implications and future research avenues are discussed.

Keywords

supplier relationship management, industrial marketing, purchasing

Discipline

Marketing | Operations and Supply Chain Management

Research Areas

Marketing

Publication

Journal of Business-to-Business Marketing

Volume

13

Issue

4

First Page

69

Last Page

94

ISSN

1051-712X

Identifier

10.1300/J033v13n04_03

Publisher

Taylor and Francis Group

Copyright Owner and License

Publisher

Additional URL

https://doi.org/10.1300/J033v13n04_03

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