英语论文网

ithout any critical reason.
       In a B2B (Business-to-Business) setting, suppliers or service providers need to understand the nature and circumstances of their buyers because of the exceptional characteristic of the customers acting as organisations. Generally, developing individual relationship with buyers helps in achieving high level of profitability. Gronroos (1994); argues that the objective in relationship is to institute, uphold and augment the relationship at a profit so that the objectives of the two parties are met. Williams et al, (1998), believe that the process of interpersonal orientation or bonding helps in understanding buyer-seller relationships. It’s an important concept for examining the performance of business relationships in between countries.
Supply management professionals need to understand the effect of culture on the negotiation process and to have skills for building relationships and negotiating effectively with international suppliers.
Supply management professionals need to know the specific cultures of the people with whom they are dealing with. They also need culture – general abilities to negotiate with anyone, from any part of the world. How then can this be achieved? This can be achieved through Actual scenarios. Actual scenarios help develop cross cultural skills. One need to know the context, look at the individual involved the business realities, the personalities as well as the aspects of the culture. One can learn culture general skill through Culture specific experience.
        Nonetheless, not all empirical cross cultural studies confirms the influence of culture on supply management. Many studies support the convergent hypothesis that individuals, irrespective of cultures are forced to adopt the industrial attitudes to survive in today’s industrialized society, which is increasingly homogeneous due to rapid communication channels and globalisation of business (Abratt et al., 1992; Whipple & Swords, 1992).There have been cross-cultural research methodological problems in some of the studies that have carried out to the research outcome, such as choice of sample size (Abratt et al. 1992), choice of countries (whipple & Swords 1992), possible influence of the personal and environmental factors besides the culture and their integrative effects on culture (Jackson & Artola 1997) and lack of rigor in statistical analysis.
       Therefore it is important to have a comparative study of differences and similarities among the countries that are chosen for study and the relationship with each of the issues studied. Having taken a look at the factors that affect supply relationship management in across cultural environment, other factors that do affect the supply, such as supplier segmentation, Governance, measurement, technology, accountability, resourcing and challenges (Grönroos, 1994https://www.51lunwen.org/mba/ ).
- Supplier segmentation: An organisation need to implement a supplier segmentation approach that considers the internal needs of the business, spend and account for all risk and business critical factors. Four categories are used by segmentation; strategy, relationship managed, performed managed and transactional (Li, 2007).
- Governance: Organisations that have invested in supplier relationship management focuses heavily on establis