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/lp/emerald-publishing/lifecycle-patterns-in-industrial-buyerseller-partnerships-OFXw0FXZ7P
- Publisher
- Emerald Publishing
- Copyright
- Copyright © Emerald Group Publishing Limited
- ISSN
- 0960-0035
- DOI
- 10.1108/09600039110007644
- Publisher site
- See Article on Publisher Site
Abstract
The use of a lifecycle framework is explored as a means ofdescribing the evolution of partnership relationships between industrialbuyers and sellers. Based on case studies of eight manufacturing firms,industrial buyerseller partnerships evolve through four stagesdevelopment, commitment, integration and dissolution. In addition toexploring a traditional lifecycle pattern, case studiesare used to illustrate and support examples of variations on thetraditional partnership lifecycle pattern. The lifecycle analogy isuseful to both practitioners and theorists in developing, understandingand influencing the patterns which industrial buyerseller partnershipsmay follow.
Journal
International Journal of Physical Distribution & Logistics Management – Emerald Publishing
Published: Sep 1, 1991