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Within-Organizational Structures and Roots of the Buyer–Supplier Relationship

The extant literature conceptualizes a buyer–supplier relationship (BSR) as something that exists between two organizations. These relationships are thought to be captured in short- versus long-term contracts, interorganizational communications, implementation of technologies at the interface such as electronic data interchange, etc. However, this chapter posits that a BSR is defined more by what exists within the two organizations that face each other than by what exists between them. The goal of this chapter is to characterize and substantiate within-organizational structures that support a BSR. This chapter calls such structures the roots of a BSR.