Many firms have experienced significant benefits from engaging in supplier alliances. However, alliance relationships do not evolve in isolation. Support factors for supplier alliances include purchasing’s accountability for their actions, the use of information technology, the perceived...

Recent events in the economic and natural environments have tested buyer-supplier relationships like never before. Based on dyadic buyer-supplier case data from a variety of industries that were deeply affected by the 2008–2009 recession, this article explores how long-term relationships...

The use of a life‐cycle framework is explored as a means of describing the evolution of partnership relationships between industrial buyers and sellers. Based on case studies of eight manufacturing firms, industrial buyer‐seller partnerships evolve through four stages: development,...