Title: Prioritisation of success factors to sustain buyer-supplier dyadic relationship and its impact on business performance

Authors: Sushobhan Dutta; Sanjib Kumar Das; Milind Akarte

Addresses: PG in Industrial Engineering, National Institute of Industrial Engineering (NITIE), Mumbai, 400087, India ' PP Savani University, Surat, Gujrat, 394125, India ' National Institute of Industrial Engineering (NITIE), Mumbai, 400087, India

Abstract: The study elucidates critical success factors to sustain dyadic relationship between buyers and suppliers of Indian pharmaceutical industry and its influence on business performance. The success factors were identified based on social exchange, transaction cost, relationship marketing theories and an extensive literature review, though such literature relevant to Indian pharmaceutical sector is scanty. Data was collected through a questionnaire survey related to relationship information from buyers and suppliers of several pharmaceutical industries. Statistical analyses like regressions, one-way ANOVA, post hoc, were applied to analyse the data. Analytic hierarchical process was applied to validate prioritisation of success factors obtained from the statistical analysis. The authors analysed prioritisation of success factors and its impact on business performance from both buyers' and suppliers' perspective. The study deliberates in macro-ergonomic approach in formulating healthier relationship between buyer-supplier for better supply chain and enhanced performance in strategic procurement.

Keywords: buyer-supplier dyadic relationship; business performance; supply chain; pharmaceutical industry.

DOI: 10.1504/IJLSM.2020.106268

International Journal of Logistics Systems and Management, 2020 Vol.35 No.4, pp.526 - 540

Received: 07 May 2018
Accepted: 06 Jul 2018
Published online: 02 Apr 2020 *

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