Article Abstract:
A study conducted over a single wood products distributor, Southern Plywood and Lumber, and two different suppliers presented a situation where varied norms and outcomes resulted, though joint marketing programs and coordinated activities were present in both relationships. The study showed the kind of relationship Southern has fostered with its relational partnership supplier was one which allowed open and honest communication, a kind of norm that will hold the business relationship for a long time. Results show that the norms developed in the relationship are essential in understanding an effective business partnership.
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Article Abstract:
The development of an inductive theory model from case studies on partnering relationship activities involved different steps. The process includes developing research questions, selecting cases, developing protocols, doing field research, analyzing the data, shaping new research promotions, evaluating previously published research, and reaching a closure. The findings reflected more of the relationships in the wood products industry, and analysts are encouraging future research in other business-to-business aspects, as well as research on skills to effectively manage partnering relationships.
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Article Abstract:
A case study conducted on Northeast Door and Window Company Inc., major distributor of doors and windows, evaluated its relationship with a partnership supplier and a typical transactional supplier. The result showed a stronger alliance with the partnership supplier, Big Sash Company Inc., where both parties highly regard dependence, relationship investment, and switching costs in their relationship. In contrast, the relationship with the typical supplier, Little Door Company Inc., was one which placed less significance on dependence, relationship investment, and switching costs.
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