Issue 4, 2008

Smirnova M. M., Kouchtch S. P. Distribution of Responsibility in Managing

The aim of the paper is to investigate the specifics of managing relationships with suppliers in Russian market. The practice of relationship management is analyzed from perspective of distributing the responsibility for execution of particular relationship functions within interaction processes. The firm’s interaction with key suppliers is considered as a set of relational functions, whereas responsibility to implement these functions can have supplier, buyer or both of them. In the latter case one can speak of a joint responsibility and existence of relationship coordination mechanism, dividing responsibility among partners in particular proportion. Investigation of this responsibility can help understanding of mutuality and symmetry of business relationship. Keywords: Relationship Management, Key Supplier, Buyer-Supplier Interaction, Purchasing, Relational Functions.

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