HOW CAN COMPANIES BUILD STRONG RELATIONSHIP WITH

BUSINESS CUSTOMERS

FORCES INFLUENCING THE DEVELOPMENT OF RELATIONSHIP

BETWEEN BUSINESS PARTNERS

• Availibility of alternatives• Importance of supply• Complexity of supply• Supply market dynamism

BUYER – SUPPLIER RELATIONSHIP CAN

BE CATEGORISED INTO 8 CATEGORIES

BASIC BUYING AND SELLING

These are simple routine exchanges with moderate levels of cooperation and information

exchange

BARE BONES

Require moreadaption by the seller and and less cooperation and information exchange

CONTRACTUAL TRANSACTION

These exchanges are defined by a formal contract and generally have low levels of

trust , cooperation and interaction

CUSTOMER SUPPLY

Competition is the dominant form of governance

COORPERATIVE SYSTEMS

United in operational ways, but neither demonstrates structural

commitment through legal means or adaption

COLLABORATIVE

Mutual trust and commitment lead to

true partnerships

MUTUALLY ADAPTIVE

Buyers and sellers make many relationship-specific adaptions, but without necessarily

achieving strong trust and cooperation

Created by :Maulshri Pathak

Internship under :

Prof. Sameer MathurIIM, Lucknow

www.iiminternship.com