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B2B relationship (uncertainties (transaction (integrity, delivery delay),…
B2B relationship
uncertainties
market
better suppliers/ commitment/ opportunity cost
transaction
integrity
delivery delay
need
demand ability
M&S vs H&M, Zara
switching cost
value
NPD cost reduction
solve future problems
administration cost reduction
switching cost
maximise the rate of return
Reason
time & cost
few potential customers
need repeat sales
for/against
for
suppliers
buyers
against
suppliers
buyers
micro-relations
organisational
level of dependence and the degree of autonomy of the firm
hierarchical
functional areas
aspect
commercial
tech
legal
social
Environmental
organisational
objectives
policies
procedures
structures
systems
interpersonal
persuasiveness
authority
status
Individual
risk attitude
education
position
age
benefits
buyers
suppliers
more beneficial than a transactional one?
walmart's labour cost is 20% less than those unionised supermarkets
drive for low price and supply chain efficiency
relationship with suppliers
product development
pricing
AS Ltd
steel blanks and shapes to lots of industries
value
buy at higher price/ sell at lower price
environmental footprint
green supplier
buyers want
reputation
same: body shop/ lush
risk
affected by irregularity of supply
out of stock
M&S supply relationships
without factories/ play in its relationships with suppliers
Food: Bowyers
Food tech
garment
key task when developing relationships