Developing a framework based on a psychological perspective for studying buyer-supplier relationships

Samir S. Dani; Neil D. Burns

doi:10.1117/12.443150

1 October 2001 Developing a framework based on a psychological perspective for studying buyer-supplier relationships

Samir S. Dani, Neil D. Burns

Proceedings Volume 4566, Internet-based Enterprise Integration and Management; (2001) https://doi.org/10.1117/12.443150
Event: Intelligent Systems and Advanced Manufacturing, 2001, Boston, MA, United States

Abstract

The advent of the Electronic Data Interchange (EDI) and the Internet with its subsequent use in the field of supply chains, mainly online shopping; web managed purchasing and online auctions have given rise to complex relationships between buyers and suppliers. The manner in which the buyer-supplier transactions occur have a psychological bearing similar to the transactions occurring between humans in the buyer-supplier organizations. The on-going research to study the psychological aspects of the transactions will use Transactional Analysis as a tool to identify these aspects of the relationship. The essential aspect of this view is that organizational culture plays a very strong role in the way organizations operate, and when two organizations transact with each other the individual culture is bound to play a role in the way the transaction is conducted. There are a number of factors that play a role in bringing the culture to the forefront of the transaction process. It is necessary to study these factors in order to understand why the psychological behavior is actually shown by these buyer- supplier organizations.

Citation Download Citation

Samir S. Dani and Neil D. Burns "Developing a framework based on a psychological perspective for studying buyer-supplier relationships", Proc. SPIE 4566, Internet-based Enterprise Integration and Management, (1 October 2001); https://doi.org/10.1117/12.443150

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