Management of buyer-supplier conflict: The case of the Turkish automotive industry

Date

2006-06-01

Author

Kozan, M. Kamil
Wasti Pamuksuz, Syeda Nazlı
Kuman, Ayca

Metadata

Show full item record

This work is licensed under a Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License.

Item Usage Stats

222
views

0
downloads

This study utilizes data from 50 buyers in automakers and 72 suppliers to study conflict management in Turkish buyer-supplier relationships. The traditional practice of buyer dominance was tested against Bensaou's [Bensaou, M. Portfolios of buyer-supplier relationships. Sloan Management Review 1999; 40(4): 35-44.] strategic segmentation model. A two-dimensional conflict management model was used, comprised of forcing, problem-solving, compromise, accommodation, and avoidance styles. The traditional pattern of relations would predict forcing for the dominant and large buyer firms, and accommodation for the smaller and dependent supplier firms. Bensaou's two-dimensional model identifies four relationship types: strategic partnership, market exchange, captive buyer, and captive supplier. Mapping the two models on each other, we predicted (for buyers) problem-solving for strategic partnership, avoidance or compromise for market exchange, accommodation for captive buyer, and forcing for captive supplier. The results, which were more in line with the traditional pattern of relations, are discussed within the context of the Turkish culture and the historical evolution of automotive buyer-supplier relationships. (c) 2006 Elsevier Inc. All rights reserved.

Subject Keywords

Marketing

URI

https://hdl.handle.net/11511/48737

Journal

JOURNAL OF BUSINESS RESEARCH

DOI

https://doi.org/10.1016/j.jbusres.2005.12.001

Collections

Department of Business Administration, Article

Suggestions

OpenMETU
Core

Trust-Driven Entrepreneurship for Community Well-Being of Refugees and Their Local Hosts Baktir, Zeynep; Watson, Forrest (SAGE Publications, 2020-07-01) This article explores community well-being (CWB) outcomes of institutional trust (and distrust) through entrepreneurship in the context of a refugee-hosting society in Turkey. Existing studies show the positive relationship between institutional trust and quality of life (QOL) as well as entrepreneurship and QOL in subsistence contexts. This research, however, explores the relationship between institutional (dis)trust and entrepreneurship on a path to CWB with a special emphasis on refugee and local interac...
Joint and interactive effects of trust and (inter) dependence on relational behaviors in long-term channel dyads Yilmaz, C; Sezen, B; Özdemir, Özlem (Elsevier BV, 2005-04-01) The authors investigate the effects of trust on the relational behaviors of firms in long-term channel dyads across different interdependence structures. Based on the long-term nature of the empirical setting, trust is posited to exert a positive effect on the emergence of relational behaviors in all interdependence conditions. This positive effect of trust is hypothesized to be stronger in highly and symmetrically interdependent channel dyads than in low-interdependence-type symmetric dyads. In addition, f...
Factors for firm level learning : a case from the defense industry in Turkey Akar, Mehmet Furkan; Erdil, Erkan; Department of Science and Technology Policy Studies (2020) This thesis aims to figure out the main factors affecting organizational learning by using the case of a Turkish defense industry company. This thesis is based on the hypothesis that defense industry companies have both barrier and driver factors for organizational learning. For this end, the literature is reviewed in the area of knowledge, knowledge management, and organizational learning. After the basic research on key elements of organizational learning, a conceptualization study is conducted with forty...
Understanding brand building processes in an emerging market context : the interplay between TURQUALITY program and the Turkish jewellery companies Yaran, İlkin; Karababa, Eminegül; Department of Business Administration (2014) This study aims to understand the interplay between TURQUALITY program and the Turkish companies in their brand building processes, taking the case of jewellery industry. Jewelleries are fashion and luxury consumption items and jewellery brands provide symbolic resources for consumers. Therefore, this study also focuses on TURQUALITY program's guidance in more complex brand management context which necessitates symbolic branding strategies. The study adopts qualitative research to understand how these jewel...
Forecasting Turkish real GDP growth in a data-rich environment Sen Dogan, Bahar; Midilic, Murat (2019-01-01) This study generates nowcasts and forecasts for the growth rate of the gross domestic product in Turkey using 204 daily financial series with mixed data sampling (MIDAS) framework. The daily financial series include commodity prices, equity indices, exchange rates, and global and domestic corporate risk series. Forecasting exercises are also carried out with the daily factors extracted from separate financial data classes and from the whole dataset. The findings of the study suggest that MIDAS regression mo...

Citation Formats

M. K. Kozan, S. N. Wasti Pamuksuz, and A. Kuman, “Management of buyer-supplier conflict: The case of the Turkish automotive industry,” JOURNAL OF BUSINESS RESEARCH, pp. 662–670, 2006, Accessed: 00, 2020. [Online]. Available: https://hdl.handle.net/11511/48737.