The growing specialization of firms and the reinforcement of vertical disintegration have led to an increasing reliance on purchasing and supply management. This means that an increasing proportion of value is created outside the boundaries of the firm, namely by suppliers. In this context, the...

Cooperation and collaboration between companies represents a key issue within the conceptual framework developed by the IMP Group. However, little attention has been paid to a phenomenon which can result from such collaboration, i.e. collective action. This involves cooperative activities...

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...