Please use this identifier to cite or link to this item: https://doi.org/10.1108/13598540510612776
Title: Buyer-seller relationships in the PCB industry
Authors: Lau, G.T. 
Goh, M. 
Keywords: Buyer-seller relationships
Case studies
Printed circuits
Singapore
Issue Date: 2005
Source: Lau, G.T., Goh, M. (2005). Buyer-seller relationships in the PCB industry. Supply Chain Management 10 (4) : 302-312. ScholarBank@NUS Repository. https://doi.org/10.1108/13598540510612776
Abstract: Purpose - Prior research has suggested that the key to industrial purchasing success lies in the time development and maintenance of long-term relationships between buyers and sellers. Good relational exchanges can lead to higher product quality and better coordination with the suppliers. As such, the purpose of this article is to explain how the change of these relationships over time is critical to successful purchasing, especially in understanding the factors that influence the relational change. Design/methodology/approach - Three mini case studies are presented as an attempt to capture the subtle development of buyer-seller relationships in the Asian printed circuit board industry. The approach used in this paper is to treat the relationship development as a process through time using Ford's model from 1980. Ford's model is appropriate as it allows the examination of time effects in relationships, factors influencing the change and the implications of having close linkages. Findings - Initial results suggest that technological, social, time and actual distances, other than the quality of the relationships, can impact relationship development. Originality/value - The results of this study suggest that buyers should consider carefully the influence of the geographical proximity of suppliers. As such, buyers could seek the services of personnel or departments who are more attuned to the supplier's local culture. © Emerald Group Publishing Limited.
Source Title: Supply Chain Management
URI: http://scholarbank.nus.edu.sg/handle/10635/43924
ISSN: 13598546
DOI: 10.1108/13598540510612776
Appears in Collections:Staff Publications

Show full item record
Files in This Item:
There are no files associated with this item.

SCOPUSTM   
Citations

14
checked on Dec 6, 2017

WEB OF SCIENCETM
Citations

8
checked on Nov 21, 2017

Page view(s)

102
checked on Dec 10, 2017

Google ScholarTM

Check

Altmetric


Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.