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 designed to take advantage of competition for a buyer's business in business-to-business 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.1
References
References
- Biemans and Brand, Wim G. and Maryse J. "Reverse Marketing: Synergy of Purchasing and Relationship Marketing". arraydev.com/. Retrieved 7 December 2012. sic: spelling mistake in original title.