Abstract
One of the key issues in managing inter-organisational relationships is the need for exchanging sensitive information and knowledge between customer and supplier. Attempts to conduct this process in practice appear to have taken customer dominance as their basis; the negotiation techniques that have developed as a result appear clumsy and flawed. This paper explores customers’ requirement for their suppliers to ‘open their books’ and reveal sensitive and secret information. The subsequent tactical ploys and responses commonly employed are discussed and a potential solution to the problem is proposed – the concept of jointly managed transparency at the supply interface.
Original language | English |
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Pages (from-to) | 554-563 |
Number of pages | 10 |
Journal | European Management Journal |
Volume | 23 |
Issue number | 5 |
DOIs | |
Publication status | Published - Oct 2005 |
Keywords
- Supply chain
- Transparency
- Open-book
- Purchasing
- Supply management
- Manufacturing
ASJC Scopus subject areas
- General Business,Management and Accounting