International Supplier Relationship Management: From Transactional to Relational Purchasing

  • Hanna Schramm-Klein
  • Dirk Morschett


The already high and still growing importance of international strategic procurement in the sense of global sourcing means that firms are concentrating on supply concepts with a more international orientation. International procurement relationships when compared to national procurement relationships are characterised by more complex buying markets, a larger number and more heterogeneous buying markets, higher risk and greater uncertainty in the buying relationship and buying terms. It is more difficult to forge an international relationship since there are often the hurdles of greater geographical distance, language and cultural disparities between the actors and less frequent personal contact to overcome. The likelihood of conflict between the parties is greater and a breakdown in the supplier relationship more likely in the international context than in the national context (Dominguez/Zinn 1994, pp. 65–66).


Supply Chain Management International Context Business Relationship Social Exchange Theory International Relationship 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


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© Betriebswirtschaftlicher Verlag Dr. Th. Gabler | GWV Fachverlage GmbH, Wiesbaden 2006

Authors and Affiliations

  • Hanna Schramm-Klein
  • Dirk Morschett

There are no affiliations available

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