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Creating a sustainable supply chain network by adopting relationship management strategies


Rezaei Vandchali, H and Cahoon, S and Chen, S-L, Creating a sustainable supply chain network by adopting relationship management strategies, Journal of Business-To-Business Marketing, 27, (2) pp. 125-149. ISSN 1051-712X (2020) [Refereed Article]

PDF (Author's accepted manuscript)

Copyright Statement

Copyright 2019 Taylor & Francis Group, LLC. This is an Accepted Manuscript of an article published by Taylor & Francis Group in Journal of Business-To-Business Marketing on 12/05/2020, available online:

DOI: doi:10.1080/1051712X.2020.1748354


Purpose: This paper develops a conceptual framework to analyse the impact of a supply chain network (SCN) structure on relationship management strategies (RMS) that focal firms apply to manage sustainability issues within the SCN.

Design/methodology/approach: This paper is based on a comprehensive review and analysis of the industrial marketing and purchasing (IMP), sustainable supply chain management (SSCM), and SCN literature.

Findings: The conceptual framework expands the network perspective in the SSCM context by considering the important role of the SCN structure in the firmís decision-making process. Four factors (dependency, distance, power, and transparency) were found that are useful in conceptualising the SCN structure. The conceptual framework also categorises various sustainability practices into four RMS (non-compliance, transactional, dictatorial, and collaborative), which are needed to make a SCN more sustainable. In addition, 16 propositions are developed based on how firms may identify the most effective RMS to implement appropriate sustainability practices through examining their SCN structure.

Research limitations/implications: The conceptual framework, developed as a result of a comprehensive review of the literature, led to the development of 16 propositions, which can assist in furthering a research agenda on RMS to diffuse various sustainability practices within SCN structures.

Originality/value: The relationship between SCN structure and RMS in the sustainability context remains an under-researched but emerging area of interest. This paper leverages existing research to develop a conceptual framework suitable for empirical testing.

Item Details

Item Type:Refereed Article
Keywords:supply chain network structure, sustainable supply chain management, relationship management strategies, industrial marketing relationships, sustainability practices
Research Division:Commerce, Management, Tourism and Services
Research Group:Strategy, management and organisational behaviour
Research Field:Entrepreneurship
Objective Division:Manufacturing
Objective Group:Processed food products and beverages (excl. dairy products)
Objective Field:Bakery products
UTAS Author:Rezaei Vandchali, H (Dr Hadi Rezaei Vandchali)
UTAS Author:Cahoon, S (Professor Stephen Cahoon)
UTAS Author:Chen, S-L (Associate Professor Peggy Chen)
ID Code:130773
Year Published:2020
Web of Science® Times Cited:5
Deposited By:Maritime and Logistics Management
Deposited On:2019-02-12
Last Modified:2022-10-05
Downloads:16 View Download Statistics

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