An adversarial relationship in purchasing and supply arises when identical or equivalent good or services are available from competing suppliers and buyers/sellers are trying to gain an advantage over each other. Low levels of trust are characteristic of adversarial relationships.
Adversarial purchasing is a form of
strategic management
In the field of management, strategic management involves the formulation and implementation of the major goals and initiatives taken by an organization's managers on behalf of stakeholders, based on consideration of resources and an assessme ...
designed to take advantage of competition for a buyer's business in
business-to-business
Business-to-business (B2B or, in some countries, BtoB) is a situation where one business makes a commercial transaction with another. This typically occurs when:
* A business is sourcing materials for their production process for output (e.g., a ...
relationships while simultaneously lowering the firm's dependence on a single supplier. Successful implementation of this strategy can lower the firm's prices and raise the service and attention gained from its suppliers.
[ ''sic'': spelling mistake in original title.]
References
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External links
Lignan University Class Material
Marketing strategy
Business terms
Business-to-business