20.500.12556/DKUM-91374 The influence of negotiation approaches on supplier relationship management in Zimbabwe's fast-food industry Vpliv pogajalskih pristopov na upravljanje odnosov z dobavitelji hitre prehrane v Zimbabveju Supplier Relationship Management (SRM) has become a cornerstone of business success since the transformation of the procurement function to supply chain management. Extant literature has documented various predictors of vibrant supplier relationships. However, missing in the extant literature is the potential of negotiation approaches to cultivation of healthy supplier relationships. This study therefore sought to determine the influence of negotiation approaches on SRM. A sample of 150 dyadic transactions in the fast-food restaurant industry was surveyed. The broad dichotomous categorisation of negotiation methods into distributive and integrative approaches was used. SRM was operationalised using dimensions such as commitment, trust, communication, adaptation, and satisfaction. After conducting a Multivariate Analysis of Variance (MANOVA) the results revealed that the distributive strategy was weakly linked to supplier relationship, while a strong supplier relationship was observed in the use of integrative negotiation strategy. It was therefore recommended that procurement practitioners must employ integrative negotiation strategies and tactics in order to create sustainable supplier relationship management. Upravljanje odnosov z dobavitelji (UOD) je postalo temelj poslovnega uspeha od preoblikovanja nabavne funkcije v upravljanje oskrbovalne verige. Obstoječa literatura je dokumentirala različne napovedovalce odnosov z dobavitelji. Vendar pa v obstoječi literaturi manjka potencial pogajalskih pristopov za ustvarjanje zdravih odnosov z dobavitelji. S to študijo smo želeli ugotoviti vpliv pogajalskih pristopov na UOD. Pri tem smo uporabili vzorec 150 diadnih transakcij v industriji restavracij s hitro prehrano. Nadalje smo uporabili široko dihotomno kategorizacijo pogajalskih metod v distributivnih in integrativnih pristopih. UOD je bil operacionaliziran z uporabo dimenzij, kot so zavezanost, zaupanje, komunikacija, prilagoditev in zadovoljstvo. Po izvedbi multivariatne analize variance (MANOVA) so rezultati razkrili, da je bila distributivna strategija šibko povezana z odnosi z dobavitelji, medtem ko je bila pri uporabi integrativne pogajalske strategije opažena močna povezava z dobavitelji. Zato je bilo priporočeno, da morajo nabavni strokovnjaki uporabljati integrativne pogajalske strategije in taktike, da bi ustvarili trajnostno upravljanje odnosov z dobavitelji. distributive negotiation integrative negotiation supplier relationship management fast-food industry distributivna pogajanja integrativna pogajanja upravljanje odnosov z dobavitelji industrija hitre prehrane true false true Fakulteta za logistiko, De Gruyter Poland Angleški jezik Slovenski jezik Znanstveno delo 2024-12-17 13:58:08 2024-12-17 14:04:36 2025-07-23 03:11:05 0000-00-00 00:00:00 2024 0 0 Str. 10-24 št. 2 Letn. 15 Dec. 2024 0000-00-00 Zaloznikova Objavljeno NiDoloceno 2024-02-02 0000-00-00 2024-12-06 658:005 219213827 10.2478/jlst-2024-0004 2784-7497 The_influence_Mukucha_2024.pdf The_influence_Mukucha_2024.pdf 1 5A9A873DBE2B2B58DBE9FF62DF21613D e1909dfd1a3702f3fa61d19d5f26433f9dccc4f6f2db9d06cdd301dc7f7a1973 445d54b5-66d4-11f0-b4a7-00155d000105 https://dk.um.si/Dokument.php?lang=slv&id=193917 https://sciendo.com/article/10.2478/jlst-2024-0004 1 90a409d5-bc76-11ef-a800-00155d000105 https://dk.um.si/Dokument.php?lang=slv&id=187399 https://doi.org/10.2478/jlst-2024-0004 0 4d7565b4-66d4-11f0-b4a7-00155d000105 https://dk.um.si/Dokument.php?lang=slv&id=193918 Fakulteta za logistiko Logistics, supply chain, sustainability and global challenges 0 0 0