Procurement Talks: Four perspectives on tranformation (Episode 4: Supplier Relationship Management Unpacked - From Transactions)

Guest: Ali Bener, Head of Road Logistics Middle East & Africa, Kühne + NagelStudent hosts: Alisa Chuiko, Jessica Eberling, Julian Heilmann, Raphael Kaya

How do you move beyond price and POs to build resilient, value-creating supplier partnerships—especially across complex regions like MEA? Ali Bener shares what great SRM looks like in practice.

 
REFERENCES
Minute: 01:00
Kim, Y., & Choi, T. Y. (2015). Deep, sticky, transient, and gracious: An expanded buyer–supplier relationship typology. Journal of Supply Chain Management, 51(3), 61–86. ⁠https://doi.org/10.1111/jscm.12081⁠
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Minute: 02:00
Andersen, P. H., & Kumar, R. (2006). Emotions, trust and relationship development in business relationships: A conceptual model for buyer–seller dyads. Industrial Marketing Management, 35(4), 522–535. ⁠https://doi.org/10.1016/j.indmarman.2004.10.010⁠
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Kim, Y., & Choi, T. Y. (2015). Deep, sticky, transient, and gracious: An expanded buyer–supplier relationship typology. Journal of Supply Chain Management, 51(3), 61–86. ⁠https://doi.org/10.1111/jscm.12081⁠
Granovetter, M. S. (1973). The strength of weak ties. American Journal of Sociology, 78(6), 1360–1380.
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Minute: 03:00
Makortoff, K. (2024, May 9). Boeing supplier regularly shipped parts with defects, whistleblower alleges. The Guardian.
Kim, Y., & Choi, T. Y. (2015). Deep, sticky, transient, and gracious: An expanded buyer–supplier relationship typology. Journal of Supply Chain Management, 51(3), 61–86. ⁠https://doi.org/10.1111/jscm.12081⁠
Minute: 04:00 and 05:00
Kim, Y., & Choi, T. Y. (2015). Deep, sticky, transient, and gracious: An expanded buyer–supplier relationship typology. Journal of Supply Chain Management, 51(3), 61–86. ⁠https://doi.org/10.1111/jscm.12081⁠
Li, J., Chai, L., Tangpong, C., Hong, M., & Traub, R. D. (2022). An empirical investigation of buyer–supplier relationship typologies and their behavioral and performance outcomes. Journal of Business & Industrial Marketing, 37(4), 874–892.
Minute: 07:00
Heide, J. B., & John, G. (1992). Do norms matter in marketing relationships? Journal of Marketing, 56(2), 32–44. ⁠https://doi.org/10.2307/1252040⁠
Minute: 08:00
Poppo, L., & Zenger, T. R. (2002). Do formal contracts and relational governance function as substitutes or complements? Strategic Management Journal, 23(8), 707–725. ⁠https://doi.org/10.1002/smj.249⁠
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Minute:09:00
Liu, Y., Luo, Y., & Liu, T. (2009). Governing buyer–supplier relationships through transactional and relational mechanisms: Evidence from China. Journal of Operations Management, 27(4), 294–309. ⁠https://doi.org/10.1016/j.jom.2008.09.004⁠
Minute:10:00
Heide, J.B., & John, G. (1992). Do norms matter in marketing relationships? Journal of Marketing, 56(2), 32–44. ⁠https://doi.org/10.2307/1252040⁠
Liu, Y.,Luo, Y., & Liu, T. (2009). Governing buyer–supplier relationships through transactional and relational mechanisms: Evidence from China. Journal of Operations Management, 27(4), 294–309. ⁠https://doi.org/10.1016/j.jom.2008.09.004⁠
Minute: 11:00
Poppo, L., & Zenger, T. R. (2002). Do formal contracts and relational governance function as substitutes or complements? Strategic Management Journal, 23