Buyer-seller partnerships in business markets

[摘要] This thesis reports on an empirical investigation of buyer-seller partnership initiations and functioning in business markets evidenced in the Chinese shipping industry. This study aims to contribute to understanding of buyer-seller partnerships by providing a holistic description of the phenomenon. While academics and practitioners have demonstrated interest in partnerships, extant studies lack consistency and are often based on a single underlying theory, which results in competing explanations of partnerships and which leaves the understanding of the phenomenon rather fragmented. Moreover, there are only a few dyadic studies that look at both actors’ perspectives on the same partnership simultaneously. Drawing on previous research and the gaps identified, this study addresses the key aspects of buyer-seller partnerships through a dyadic approach.Most partnership studies have been carried out in European and American manufacturing industries. There have been very few studies conducted in industrial services and Asian countries. Thus, the Chinese shipping industry has been chosen for this investigation. A case study research strategy has been carried out using qualitative interviews with the focal supplier company and its customers, along with direct observation and secondary data sources.Based on the conclusions drawn from the findings on partnership initiations and functioning, advancements in understanding partnerships have been made, an integrative model of a partnership has been proposed and a series of guidelines for practitioners have been developed.

[发布机构] University:University of Birmingham;Department:Birmingham Business School

[关键词] H Social Sciences;HF Commerce