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| Author: | Morrissey, W. J. Pittaway, L |
| Title: | Buyer-supplier relationships in small firms: the use of social factors to manage relationships |
| Journal: | International Journal of Small Business Management
2006 : JUN, VOL 24:3, 272 298 |
| Index terms: | small business supply chain management customers |
| Freeterms: | manufacturing relationships |
| Language: | eng |
| Abstract: | The authors examine the relationships between customers and suppliers from the point of view of small and medium sized enterprises (SMEs). There are some problems when literature on purchasing behaviour, which is based on larger firms, is applied directly to SMEs. These problems are underlined in the article. An alternative rationale for examining how SMEs act regarding purchasing behaviour is developed in the article. Empirical data on three different groups of firms is presented, the groups are: the group of six plastic moulding companies, the general control group across SME population and a sample of steel-based manufacturing companies. The questionnaire for interviews was developed for the first group and then it was applied also to other groups. The results show how the social factors have a significant role in the management of relationships. |
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