Suchergebnisse

Examines the individual buyer‐supplier relationships of the four major Japanese automobile manufacturers. Building on the relationship marketing and the interorganizational trust literature, relates their supplier management practices to the type of supplier organizations they use, the relative sales revenues, number of employees, and profitability of both buyers and suppliers, and the level of equity held by automakers in their suppliers. Major finding reveals that the major Japanese automakers have far more diversity than commonality in their supplier policies, and suggests that a comparison of major Japanese companies individually, not collectively, is a rich area of research into buyer‐supplier relationships.

PurposeThis paper aims to discuss the profiles of Korean chaebols involved in global electronicsDesign/methodology/approachThe research was conducted among 132 of their Korean suppliers, with linked in‐depth interviews with chaebol managers. From an initial set of literature‐based variables, factor analysis is used to generate six chaebol characteristics, which are then correlated with four chaebol‐supplier relationship outcomes.Findings"Decision making" and "social exchange", in particular, are found to correlate positively with all four chaebol‐supplier relationship outcome measures, relationship satisfaction, performance, cooperation and conflict resolution. "Partnership" is associated positively with three of these outcomes, and "strategy‐longevity" with relationship satisfaction. The chaebols' "structure‐control" and "leadership" are not found to be predictors of successful relationship outcomes as measured in this study. A combination of higher quality, lower cost products with linkages to a foundation of decision making, social exchange, partnership and strategy‐longevity appears to be a potent mix for global players.Originality/valueThe paper provides the underpinnings of the marketing strategy and component strategy profiles of a number of major Korean multinationals in the belief that they would inform western relationship marketing strategies.