Publicação
Power in buyer-supplier relationships : multiple case studies in electronic retailing
| Resumo: | Retail markets are becoming increasingly more competitive. As a result of globalization, inflation, and the e-commerce upsurge in the latest years, markets have become highly saturated and dynamic, and organizations more than ever need to strategize new ways to save time and boost profits while meeting their customer demands. For instance, in the electronic retailing industry, promotions and campaigns are a constant method to promote the visibility of products, where the competitors in these marketplaces fight daily for the lowest possible prices. Buyer-supplier relationships are a key aspect for all companies in the retail space, where a successful collaboration between partners can display significant advantages. The concepts of power and dependence, either exercised on the buyer or supplier side, are critical factors that play a major role in the development of these relationships and can determine their success or breakdown. The purpose of this dissertation focuses on the evaluation of how power and dependence influence the development of buyer-supplier relationships, while also assessing how these dynamics are impacted over time in the partnerships under study, which could lead to the emergence of conflicts. To achieve this goal, this explanatory study employs an investigation through multiple case studies, involving three companies in the electronic retailing industry. These case studies are further supported by semi-structured interviews with representatives of these companies or direct relationship partners. The analysis of the case studies results has allowed a broader understanding of the power and dependence issues within the context of real-life and ongoing partnerships, highlighting the conflicts that are presently occurring and surfacing. |
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| Autores principais: | Silva, Pedro Miguel Pinto Fonseca da |
| Assunto: | buyer-supplier relationships the electronic retailing industry power dependence conflicts relações comprador-fornecedor indústria do retalho eletrónico poder dependência conflitos |
| Ano: | 2023 |
| País: | Portugal |
| Tipo de documento: | dissertação de mestrado |
| Tipo de acesso: | acesso aberto |
| Instituição associada: | Universidade de Lisboa |
| Idioma: | inglês |
| Origem: | Repositório da Universidade de Lisboa |
| Resumo: | Retail markets are becoming increasingly more competitive. As a result of globalization, inflation, and the e-commerce upsurge in the latest years, markets have become highly saturated and dynamic, and organizations more than ever need to strategize new ways to save time and boost profits while meeting their customer demands. For instance, in the electronic retailing industry, promotions and campaigns are a constant method to promote the visibility of products, where the competitors in these marketplaces fight daily for the lowest possible prices. Buyer-supplier relationships are a key aspect for all companies in the retail space, where a successful collaboration between partners can display significant advantages. The concepts of power and dependence, either exercised on the buyer or supplier side, are critical factors that play a major role in the development of these relationships and can determine their success or breakdown. The purpose of this dissertation focuses on the evaluation of how power and dependence influence the development of buyer-supplier relationships, while also assessing how these dynamics are impacted over time in the partnerships under study, which could lead to the emergence of conflicts. To achieve this goal, this explanatory study employs an investigation through multiple case studies, involving three companies in the electronic retailing industry. These case studies are further supported by semi-structured interviews with representatives of these companies or direct relationship partners. The analysis of the case studies results has allowed a broader understanding of the power and dependence issues within the context of real-life and ongoing partnerships, highlighting the conflicts that are presently occurring and surfacing. |
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