The need for long‐term relationships between customer and supplier has been suggested for some time. The literature of supply chain management often compares customer‐supplier relationships to a marriage. The purpose of this paper is to apply results of research on successful families to supply chain management in order to improve these critical business relationships.
The family strengths research is based on surveys and interviews of more than 6,000 successful families over a period exceeding 20 years, and has been summarized in six characteristics of successful families, which are used as the basis of a model of a successful supply chain relationship. The proposed model for successful supply chain relationships is then compared with the existing literature that addresses relationship success and failure.
Support for the characteristics in the supply chain relationships model was found in the literature. One weakness of the model was the failure to explicitly emphasize supplier performance.
The characteristics of principles‐centered relationships and the need for appreciation were new contributions. Generally, this aspect is not emphasized in the supply chain management literature. The supply chain relationships model provides a conceptual framework that should be useful in communicating the desired final state.
