Strategic Partnerships versusCaptive Buyer and Supplier Relationships

摘要

The face of customer relationship management has shifted as business partners on both sides of the relationship deployrntechnology to better manage relationships, streamline business processes and achieve integration. The phenomenon of captivernbuyer and supplier relationships grounded in substantial unilateral monetary and organizational investments in achievingrnbusiness objectives contrast with strategic partnerships, which emerge through bilateral investments. The current researchrnexamines buyer/supplier relationship dyads finding that buyers’ trust has a direct effect on the occurrence of captive buyerrnrelationships; moreover, captive buyer and supplier relationships have a direct effect on each parties’ respective perceivedrnbenefits. More importantly, each partners’ trust has a direct effect upon the occurrence of strategic partnerships, which in turnrnhas a direct effect on perceptions of derived benefits for each.