The importance of buyer-supplier relations has been recognized by research as well as practice. Information sharing and knowledge exchange have been found to positively impact closer collaboration, increase transparency, and improve perceptions of trust between buyers and sellers. There is however, lesser research about IT as an enabler in the dynamics of buyer-seller relationship management. A...

In this paper, we analyze negotiations of investment shares in interorganizational supply chains. To formulate the research issue more precisely, we develop a taxonomy of enterprise networks in general. We propose an investment sharing model that makes use of Shapley values as indicators of relative negotiation power in a network. It turns out that a focal buyer (supplier) in a supply chain can...

Finding most promising suppliers based on consistency with the overall goals of buyers’ companies is of great importance where different small buyers are dependent on large suppliers. Here, the authors attempt to model and implement an e-supply network considering the buyer-buyer-supplier triadic. This approach facilitates horizontal information exchange among buyers in sharing their experience...

Firms are involved in supply chains to achieve operative efficiency, develop strategic advantages, and generate financial profits. However, there is limited evidence regarding how governance mechanisms influence the generation of value from collaboration. Furthermore, how a particular buyer or supplier position provides benefits to partners is unclear. In this paper, we examine the roles of man...

With the increasing popularity of commercial uses of the Internet, business-to-business (B2B) ecommerce and e-procurement are moving corporate purchasing to the World Wide Web. Eprocurement systems are computer systems and communication networks through which firms buy and sell products. We identify two types of e-procurement systems: extranets and electronic markets. Extranets connect the buye...

This paper develops a model for illustrating how to use quantity discount policy to achieve supply chain coordination. A supplier–buyer system selling one type of product with multi-period and probabilistic customer demand is considered. We first show that if both the buyer and supplier can find a coordination mechanism to make joint decisions, the joint profit in this situation is more than th...

We address the coordination problem in a single-supplier/multiple-buyer supply chain. The supplier wishes to coordinate the supply chain by offering quantity discounts. To obtain their complete cost information, the supplier exchanges his own cost parameters with buyers leading to vertical information sharing. The supplier thinks that the buyers, as they have access to supplier’s setup and hold...

This study attempts to identify variations of social and economic control mechanisms used in buyer-supplier partnerships and explore how such variations are related to behavioral differences. Based on the assumption that there is always some degree of economic control and some degree of social governance coexisting in channel partnership, we develop a clustering model that illustrates four meta...

Considerable attention has been paid to relative power that decides the type of buyer-supplier relationship. However, most prior studies have limitations as they have focused only on one focal firm’s (buyer’s or supplier’s) perspective, failing to achieve a more balanced view from both sides of a buyer-supplier relationship. This study proposes a research framework by integrating both the buyer...