One of the key issues in managing inter-organisational relationships is the need for exchanging sensitive information and knowledge between customer and supplier. Attempts to conduct this process in practice appear to have taken customer dominance as their basis; the negotiation techniques that...

This paper presents a model of how organisations might employ Value-Transparency (V-T) as a resource within supply relationships. The model refutes classical models of buyer-supplier relationships which assume a hierarchy wherein customers specify and demand suppliers to conform or acquiesce....

Considerable interest has been shown in computer-integrated systems as a means of dealing with some of the competitive challenges facing European manufacturers in the 1990s. In this paper, John Bessant and Bill Haywood review some experience with one example of such technology-flexible...