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PURCHASING PRODUCTS FOR RESALE: ASSESSING SUPPLIERS AS “PARTNERS‐IN‐TRADE” *
Author(s) -
Prus Robert
Publication year - 1984
Publication title -
symbolic interaction
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.874
H-Index - 47
eISSN - 1533-8665
pISSN - 0195-6086
DOI - 10.1525/si.1984.7.2.249
Subject(s) - purchasing , negotiation , craft , marketing , attendance , business , quality (philosophy) , element (criminal law) , industrial organization , commerce , economics , sociology , social science , philosophy , archaeology , epistemology , history , economic growth , political science , law
Speaking to the more general topic of commitments and the relationships implied therein, this paper examines “purchasing” decisions on the part of businesspeople. The material on which this paper is based was gathered through interviews with people involved in retail, wholesale, manufacturing, and commercial trade, attendance of “trade shows”, and involvements in a craft enterprise. While focusing mainly on buyers, some attention is also given to suppliers as together they attempt to assess one another relative to their interests and styles of doing business (e.g. relevancy, quality, pricing, and financing). The interdependence of buyers and suppliers is much greater than it might first seem (a “zero‐sum” game), and the development of “good working relations” represents an element of considerable significance to parties involved in both aspects of the exchange. However, the reflective planning and negotiation involved takes place in a setting characterized by much uncertainty, potential misunderstanding, and reserved trust. Thus, in addition to providing some sociological material on buyer‐supplier relations, this paper also sheds light on the emergence and maintenance of cooperation among (independent) entities endeavoring to maximize their returns in a highly competitive environment.