Management of buyer-supplier conflict: The case of the Turkish automotive industry

Kozan M. K., Wasti S. N., Kuman A.

JOURNAL OF BUSINESS RESEARCH, vol.59, no.6, pp.662-670, 2006 (SSCI) identifier identifier

  • Publication Type: Article / Article
  • Volume: 59 Issue: 6
  • Publication Date: 2006
  • Doi Number: 10.1016/j.jbusres.2005.12.001
  • Journal Indexes: Social Sciences Citation Index (SSCI), Scopus
  • Page Numbers: pp.662-670
  • Middle East Technical University Affiliated: Yes


This study utilizes data from 50 buyers in automakers and 72 suppliers to study conflict management in Turkish buyer-supplier relationships. The traditional practice of buyer dominance was tested against Bensaou's [Bensaou, M. Portfolios of buyer-supplier relationships. Sloan Management Review 1999; 40(4): 35-44.] strategic segmentation model. A two-dimensional conflict management model was used, comprised of forcing, problem-solving, compromise, accommodation, and avoidance styles. The traditional pattern of relations would predict forcing for the dominant and large buyer firms, and accommodation for the smaller and dependent supplier firms. Bensaou's two-dimensional model identifies four relationship types: strategic partnership, market exchange, captive buyer, and captive supplier. Mapping the two models on each other, we predicted (for buyers) problem-solving for strategic partnership, avoidance or compromise for market exchange, accommodation for captive buyer, and forcing for captive supplier. The results, which were more in line with the traditional pattern of relations, are discussed within the context of the Turkish culture and the historical evolution of automotive buyer-supplier relationships. (c) 2006 Elsevier Inc. All rights reserved.