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| Author: | Helper, S. |
| Title: | How much has really changed between U.S. automakers and their suppliers? (!Buyer-supplier relations) |
| Journal: | Sloan Management Review
1991 : SUMMER, VOL. 32:4, p. 15-28 |
| Index terms: | CAR INDUSTRY SUPPLY BUYING USA |
| Language: | eng |
| Abstract: | Supplier relations in the USA are undergoing vast changes. Contracts are increasingly long term, sole-sourcing is becoming more common, and competition is based on quality, delivery, and engineering as well as price. The results of a survey of USA automotive suppliers help answer two questions: 1. what is the extent of the changes in buyer-supplier relations; 2. what types of relationships lead to better performance? The results all indicate progress toward a voice model of supplier relations, in which suppliers play an important role in solving joint problems and in generating fresh ideas about products and processes. On the other hand, suppliers do not feel their customers are more trustworthy than they were in 1984. |
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