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A Managerial Guideline for the Development and Implementation of Purchasing Partnerships
Author(s) -
Ellram Lisa M.
Publication year - 1991
Publication title -
international journal of purchasing and materials management
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 3.75
H-Index - 92
eISSN - 1745-493X
pISSN - 1055-6001
DOI - 10.1111/j.1745-493x.1991.tb00534.x
Subject(s) - purchasing , general partnership , business , function (biology) , marketing , industrial organization , finance , evolutionary biology , biology
The purchasing function in many United States‐based firms traditionally has maintained adversarial relationships with suppliers. As world markets become increasingly competitive, firms have discovered that close partnership relationships with important suppliers can produce managerial, technological, and financial benefits. This article presents a guide for firms interested in developing purchasing partnerships to follow in pursuit of those relationships. While this guide has not been empirically tested, it was developed on the basis of a thorough literature review coupled with the consistent findings of the author while conducting case studies of six firms involved in successful purchasing partnerships. The article concludes by suggesting the contribution that purchasing partnerships can make to the firm as a whole, as well as to the purchasing function of the firm.