• The potential benefits of integrated supply chain management are significant, yet pressures to maintain a mutually beneficial relationship can be compromised by the pressures felt within partner firms. Moreover, creating and maintaining successful supply relationships is a complicated process that is very dependent on the interactions of people involved. This paper reports the results of an 18-month longitudinal study of three pairs of powder metallurgy part producers and their customers. Using 62 field interviews from participants at different levels of each organization, the paper develops a model of buyer-seller problem solving based on interpersonal relationship literature. ()
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  • 2016-06-24 ()
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  • en ()
  • 2004-01-01 ()
  • 25531 ()
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  • Buyer-Seller Relationships: The Role of Expectations, Communication Behavior, and Appraisal Processes in Problem Solving ()


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