Buyer/Supplier Relationships: The Role of External Context

Research output: Chapter in Book/Report/Conference proceedingChapterpeer-review


One of the key questions in managing independent buyer/supplier relationships is the role external environmental context has in influencing their structure. This paper reports on part of a UK study, completed from the buyer’s perspective, which suggests external context is not as significant an influence on relationship structure in main supply relationships as would be expected. Many key external context variables were found not to be significant across a range of relationship types. An argument is made that management actions are a far more critical determinant.

Original languageEnglish
Title of host publicationDevelopments in Marketing Science
Subtitle of host publicationProceedings of the Academy of Marketing Science
Number of pages5
Publication statusPublished - 2015

Publication series

NameDevelopments in Marketing Science: Proceedings of the Academy of Marketing Science
ISSN (Print)2363-6165
ISSN (Electronic)2363-6173


  • External Context
  • Firm Specific Factor
  • Governance Mode
  • Relational Cohesion
  • Relationship Structure


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