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