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....