Relationship Management in the Supply Chain

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International Journal of Logistics Management, The

ISSN: 0957-4093

Online from: 1990

Subject Area: Operations and Logistics Management

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Document Information:
Title:	Relationship Management in the Supply Chain
Author(s):	Martin Hingley, (Harper Adams University College)
Citation:	Martin Hingley, (2001) "Relationship Management in the Supply Chain", International Journal of Logistics Management, The, Vol. 12 Iss: 2, pp.57 - 71
Keywords:	Buyers, Relationship marketing, Retailing, Supplier relations, Supply-chain management
Article type:	Research paper
DOI:	10.1108/09574090110806299 (Permanent URL)
Publisher:	MCB UP Ltd
Abstract:	In this paper, the focus is on relationship management and its implications for Small-Medium Enterprise suppliers (SMEs). Specific insights are provided into retailer-supplier relationships in the UK fresh produce (fruit and vegetable) market. This sector faces a process of concentration in all parts of the supply chain determined by backward vertical integration at the initiation of powerful multiple retail buyers. The author examines the nature of relationships in a generic product group from the perspective of buyers and sellers and their interaction, utilizing material from multiple depth interviews. Results concern issues of relationship formality, exclusivity, power-dependency, relevance of organizational size, partnered growth potential and risk which lead to a number of provisional conclusions regarding the management of relationships in the supply chain