Skanska and their strategic Polish suppliers
Analysis of the buyer- supplier relationship against the interplay of pricing strategy, supply chain policies and culture
CultureCultural differencesPrice strategySupply chainTransition economiesManagement of enterprisesFöretagsledningManagementBusiness and Economics
Researchers and practitioners have recognized the need for ?transforming? every policy of the company into a competitive advantage tool. Thus, both the pricing approach and the supply chain practices of the firm have emerged as an important determinant of success. In this study, however, we are not only interested in these two aspects, but also in a third one-namely cultural conflicts as an obstacle and challenge. The interaction of the tree factors is extensively presented against the backdrop of Skanska and four of their closest Polish suppliers. We used the qualitative type of study, following inductive approach and based on face-to face interviews taken on site, in Poland both from Skanska and from the supplier companies? representatives. We provide an in-depth analysis, which reveals important details not only about the supplier-buyer relationship, but about tendencies and characteristics of the current Polish business way as well. One of the most important finding we made is that Polish companies still have to learn a lot in order to recognize the need for planning and more professional approach when defining and implementing strategies.