Organizing and managing supplier relationships in information technology procurement

Robert Heckman

Research output: Contribution to journalArticlepeer-review

26 Scopus citations


An empirical, exploratory study investigated the organization and management of IT supplier relationships in large North American firms. A total of 518 large corporations was surveyed. Most of the surveyed companies manage their supplier relationships in a relatively informal way. It was also found that IT buyers find value in taking positive, relationship-building action toward their suppliers. In general, the results suggest that companies may employ two independent strategies for managing supplier relationships, formal and informal, which both lead to perceived influence over suppliers.

Original languageEnglish (US)
Pages (from-to)141-155
Number of pages15
JournalInternational Journal of Information Management
Issue number2
StatePublished - Apr 1999

ASJC Scopus subject areas

  • Management Information Systems
  • Information Systems
  • Computer Networks and Communications
  • Information Systems and Management
  • Marketing
  • Library and Information Sciences
  • Artificial Intelligence


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