Predictors of relationships among buying and supplying firms

Abstract

Analyses responses from over 700 suppliers about their relationships with one of five different manufacturing firms. Finds that co‐operation, years as supplier, and perceived dependence were the strongest predictors of the suppliers′ assessments of their business relationships with the manufacturing firms. Participation in joint programmes, ratings of the manufacturers′ quality programmes, and perceived dependence were the strongest predictors of the transfer of cost and technological information from the supplier to the buying firm. Discusses implications for companies seeking stronger relationships with their exchange partners, as well as information sharing behaviours from them.