Abstract
Industrial companies must exercise influence on their suppliers (or supplier actors). Actor rationality is a central theme connected to this management task. In this article, relevant literature is studied with the purpose of shedding light on determinants of actor rationality. Two buyer-supplier relations are investigated in a multiple case study, leading to the proposal of various additional factors that determine and shape actor rationality. Moreover a conceptual model of rationality determinants in the buyer-supplier relation is proposed, a model that may help supply managers analyse and understand actor rationalities. Finally managerial implications are discussed.
| Original language | English |
|---|---|
| Place of Publication | Aalborg |
| Publisher | Center for Industriel Produktion, Aalborg Universitet |
| Number of pages | 20 |
| Publication status | Published - 2003 |