IDEAS home Printed from https://ideas.repec.org/p/sps/wpaper/861.html
   My bibliography  Save this paper

Managing relationships in Russian companies: Results of an empirical study

Author

Listed:
  • Kouchtch, Sergei P.
  • Smirnova, Maria M.
  • Krotov, Konstantin V.
  • Starkov, Andrey G.

Abstract

The paper represents the first results of an empirical study, conducted on the sample of 208 Russian companies in different industries. The aim of the paper is to contribute to the understanding of current level of strategic maturity in Russian companies in the sphere of supply chain management. The study investigates the validity of the strategic approaches to purchasing in contrast with operational focus with respect to modern Russian markets. We apply the IMP group approach and identify the main clusters of the firms on the base of their approach to the buying strategy and purchasing capabilities development. This study is regarded as the first phase of the complex survey on supply chain management in Russia, analyzing the level of development of managerial technologies and purchasing capabilities in Russian firms. The first stage of this study is built upon partly replication of the purchasing survey, developed and conducted at Lappeenranta University of Technology (Finland), and represents the basis for further comparative analysis of results and findings.

Suggested Citation

  • Kouchtch, Sergei P. & Smirnova, Maria M. & Krotov, Konstantin V. & Starkov, Andrey G., 2006. "Managing relationships in Russian companies: Results of an empirical study," Working Papers 861, Graduate School of Management, St. Petersburg State University.
    • Handle: RePEc:sps:wpaper:861
    as

    Download full text from publisher

    File URL: https://dspace.spbu.ru/handle/11701/861
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Campbell, N. C. G., 1985. "An interaction approach to organizational buying behavior," Journal of Business Research, Elsevier, vol. 13(1), pages 35-48, February.
    2. Spekman, Robert E., 1988. "Strategic supplier selection: Understanding long-term buyer relationships," Business Horizons, Elsevier, vol. 31(4), pages 75-81.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Storchevoy, Maxim A., 2010. "A general theory of the firm: From Knight to relationship marketing," Working Papers 765, Graduate School of Management, St. Petersburg State University.
    2. Ivanov, Dmitry, 2010. "An optimal-control based integrated model of supply chain," Working Papers 816, Graduate School of Management, St. Petersburg State University.
    3. Cherenkov, Vitally I., 2010. "Toward the general theory of marketing: The state of the art and one more approach," Working Papers 859, Graduate School of Management, St. Petersburg State University.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Claycomb, Cindy & Frankwick, Gary L., 2005. "The dynamics of buyers' perceived costs during a relationship development process: an empirical assessment," Journal of Business Research, Elsevier, vol. 58(12), pages 1662-1671, December.
    2. Sjauw-Koen-Fa, August R. & Blok, Vincent & Omta, S.W.F. (Onno), 2016. "Critical Success Factors for Smallholder Inclusion in High Value-Adding Supply Chains by Food & Agribusiness Multinational Enterprise," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association, vol. 19(1), pages 1-30, February.
    3. repec:wsi:acsxxx:v:21:y:2019:i:08:n:s1363919619500130 is not listed on IDEAS
    4. Siguaw, Judy A. & Baker, Thomas L. & Simpson, Penny M., 2003. "Preliminary evidence on the composition of relational exchange and its outcomes: the distributor perspective," Journal of Business Research, Elsevier, vol. 56(4), pages 311-322, April.
    5. Tomás Escobar-Rodríguez & Rocío Bonsón-Fernández, 0. "Analysing online purchase intention in Spain: fashion e-commerce," Information Systems and e-Business Management, Springer, vol. 0, pages 1-24.
    6. Per Erik Eriksson & Ossi Pesamaa, 2007. "Modelling procurement effects on cooperation," Construction Management and Economics, Taylor & Francis Journals, vol. 25(8), pages 893-901.
    7. Artz, Kendall W. & Brush, Thomas H., 2000. "Asset specificity, uncertainty and relational norms: an examination of coordination costs in collaborative strategic alliances," Journal of Economic Behavior & Organization, Elsevier, vol. 41(4), pages 337-362, April.
    8. Simpson, James T. & Wren, Brent M., 1997. "Buyer-seller relationships in the wood products industry," Journal of Business Research, Elsevier, vol. 39(1), pages 45-51, May.
    9. Chao Wang & Ilaria Dalla Pozza, 2014. "The antecedents of customer lifetime duration and discounted expected transactions: Discrete-time based transaction data analysis," Working Papers 2014-203, Department of Research, Ipag Business School.
    10. Ramendra Singh, 2008. "Trust and Distrust in Salesperson–Supervisor Dyadic Relationship and Its Impact on Sales Performance," Global Business Review, International Management Institute, vol. 9(1), pages 101-113, June.
    11. Joshi, Ashwin W. & Arnold, Stephen J., 1998. "How relational norms affect compliance in industrial buying," Journal of Business Research, Elsevier, vol. 41(2), pages 105-114, February.
    12. Kim, Bowon, 2000. "Coordinating an innovation in supply chain management," European Journal of Operational Research, Elsevier, vol. 123(3), pages 568-584, June.
    13. Terho, Harri & Halinen, Aino, 2007. "Customer portfolio analysis practices in different exchange contexts," Journal of Business Research, Elsevier, vol. 60(7), pages 720-730, July.
    14. M. Bensaou & Erin Anderson, 1999. "Buyer-Supplier Relations in Industrial Markets: When Do Buyers Risk Making Idiosyncratic Investments?," Organization Science, INFORMS, vol. 10(4), pages 460-481, August.
    15. Flávia de Holanda Schmidt Squeff & Lucas Rocha Soares de Assis, 2015. "The Defense Industry in Brazil: Characteristics and Involvement of Supplier Firms," Discussion Papers 0195, Instituto de Pesquisa Econômica Aplicada - IPEA.
    16. Andres Kuusik, 2007. "Affecting Customer Loyalty: Do Different Factors Have Various Influences In Different Loyalty Levels?," University of Tartu - Faculty of Economics and Business Administration Working Paper Series 58, Faculty of Economics and Business Administration, University of Tartu (Estonia).
    17. Backhaus, Klaus & Bröker, Ole & Brüne, Philipp & Gausling, Philipp, 2013. "Digitale Medien in B2B-Beschaffungsprozessen - eine explorative Untersuchung," EconStor Preprints 80715, ZBW - Leibniz Information Centre for Economics.
    18. Hartman, Paul & Ogden, Jeff & Jackson, Ross, 2020. "Contract duration: Barrier or bridge to successful public-private partnerships?," Technology in Society, Elsevier, vol. 63(C).
    19. Nielsen, Bo Bernhard, 2001. "Trust and Learning in International Strategic Alliances," Working Papers 8-2001, Copenhagen Business School, Department of International Economics and Management.
    20. Heide, Jan B. & Stump, Rodney L., 1995. "Performance implications of buyer-supplier relationships in industrial markets : A transaction cost explanation," Journal of Business Research, Elsevier, vol. 32(1), pages 57-66, January.
    21. Johnston, Wesley J. & Lewin, Jeffrey E., 1996. "Organizational buying behavior: Toward an integrative framework," Journal of Business Research, Elsevier, vol. 35(1), pages 1-15, January.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:sps:wpaper:861. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Lena Manaeva (email available below). General contact details of provider: https://edirc.repec.org/data/sompuru.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.