Strategically managed buyer-supplier relationships and performance outcomes

Many studies discuss the importance of cooperative buyer-supplier relationships. A model of strategically managed buyer-supplier relationships was developed using literature in the areas of purchasing marketing and logistics. Five hypotheses are offered. A mail survey methodology was used to collect data from a random sample of purchasing executives including: 739 first key informants and 168 second key informants. The response rate was 34.6 percent for the first key informant sample. The hypotheses were tested using structural equation modeling. The research findings revealed that strategically managed buyer-supplier relationships impact firm's performance and supplier's responsiveness.