Buyer-supplier relationships and brand strategy within commoditised industries : a suggested theoretical framework

Research into commodity markets has identified an increase in non-price based competition. In pursuit of sustainable bases for differentiation, many commodity industries including fresh produce, dairy and meat are introducing branded products. Using the Resource-Based View (RBV), this paper postulates that such branding is influenced by the nature of the buyer-supplier relationship. We suggest that the individual resources and capabilities of trade partners, in addition to the capabilities of that relationship, influence the brand strategies pursued. Moreover, we propose that by combining organisational resources and capabilities and brand strategy in an holistic framework, we may explain variations in buyer-supplier relationship performance.

Trusting relationships and personal acquaintance : implications for business friendships

Friendship is very often a component of business relationships. Organisations frequently have relationships with their suppliers, customers and collaborators that could be described as 'friendly'. However, there is little comparative evidence concerning the extent to which business friendships resemble true social friendships. This article illustrates some differences that may exist between social and business friendships, with particular reference to the extent that interpersonal relationships are trusting, and are based on the nature of personal acquaintance. This means that managers need to understand the differences between business and personal friendships and adjust the type of interactions they, and those who report to them. have with customers, suppliers, collaborators, and the like. [ABSTRACT FROM AUTHOR]

Constructing a framework for building relationships and trust in project organisations : two case studies of building projects in China

A framework is constructed that can be used to foster trust and build relationships in construction project organizations in China. The research method was based on in-depth study of two building projects in China and data were collected via face-to-face interviews. The results show that as the project progresses, the dominant relationship within each stage deepens. The deepening relationship gives rise to different types of inherent risks such as a partner's self-interest seeking behaviour and opportunistic actions. To counterbalance these risks, trust fostering tools must be employed such as careful selection and effective management of partners. The framework for fostering trust and building relationship developed in the study suggests that (1) relationship deepens from shallow dependence to deep interdependence as the project progresses; (2) different relationships bring about distinct inherent risks; and (3) different trust-fostering tools counterbalance specific inherent risks. This framework could aid in reducing adversarial relationships by suggesting ways to foster trustworthy relationships.

Relationships and attraction among individuals with autism spectrum disorder

This research investigated attraction among individuals with autism. We found that those with autism prefer partners who assist them to meet their social and cognitive needs. Partners of those with autism chose to trade-off emotional and social skills for other traits. Lastly, those with autism had lower self-perceived mate value.