Purpose – The article aims at contributing to a better understanding of the interdependence between supply management and the strategic position of the buying firm. Design/methodology/approach – The research follows a qualitative analysis of two cases: Adira, a family‐owned manufacturer of...

Purpose: This paper aims to study the positive impact of functional conflict and conflict management in improving supplier–reseller relationship performance in multi-channel setting (reseller together with supplier’s sales reps). The authors develop four hypotheses, including direct and...

Companies inevitably interact and entrench in complex organic systems of business relationships with other. These business networks are not objectively defined, instead they are shaped by the subjective perception of actors. This inherent subjectivity is associated with the notion of network...