546 KB0 KB202120252024Chari, FelixJaravaza, Divaries CosmasMukucha, PaulShumba, Victorletnik:15številka:issue 2str. 10-24DOI:10.2478/jlst-2024-0004COBISSID_HOST:219213827ISSN:2784-7497URN:URN:NBN:SI:doc-XJ2OCKSKenDe Gruyter PolandFakulteta za logistikoLogistics, supply chain, sustainability and global challengesdistributive negotiationdistributivna pogajanjafast-food industryindustrija hitre prehraneintegrative negotiationintegrativna pogajanjasupplier relationship managementupravljanje odnosov z dobaviteljiThe influence of negotiation approaches on supplier relationship management in Zimbabwe's fast-food industry|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 managementUpravljanje 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 dobaviteljiTEXTznanstveno časopisjejournalsSlovenian National E-content AggregatorNational and University Library of SloveniaUniverza v Mariboru, Fakulteta za logistiko