A

Summer Training Project Report

On

“Effect of Buyer and Supplier Relationship on Organisational Performance”

At

POSSIBLE POLYMER INDUSTRIES PVT.LTD

IMT, MANESAR SECTOR-7

Submitted in partial fulfilment of the requirements of

Bachelor of Business Administration (BBA)

Amity University, Gurgaon (Manesar)

Under the guidance of Submitted By:

Name: Mr. Raj Kumar Vats Shefali Aggarwal

Designation: Marketing & Sales manager BBA (Vth semester)

Roll. No: A50006415026

Amity Business School

Amity University Haryana

Gurgaon (Manesar)

Session-2017-18
CERTIFICATE OF COMPLETION
 DECLARATION

I, Shefali Aggarwal , Enrolment No. A50006415026 BBA (5th Semester) of Amity Business
School, Amity University Haryana hereby declare that the Project Report entitled “A Study on
impact of Buyer Supplier Relationship on Organisational Performance ” is my original work and
the same has not been submitted to any other institute for the award of any other degree.

The feasible suggestion has been duly incorporated in consultation with faculty mentor.

Mr Prabhuddha Banerjee (Faculty Mentor)

(Professor)

(Amity Business School) Signature of Candidate

Prof. Dr. Vikas Madhukar

(Dept. Director, Amity Business School)

 ACKNOWLEDGEMENT

I would like to take this opportunity to thank all the people who helped me in collecting necessary
information and making the report. I am grateful to all of them for their time, energy and wisdom.
Getting a project ready requires the contribution and effort of many people. I would to extend my
gratitude to all those who have contributed in completing this project.

First of all my sincere thanks to my company mentor Mr Raj Kumar Vats, (Marketing & sales
head) Mr Sharma, Mr Rajender Kumar Singh (production head) and Ms Harpreet Kaur
(Finance department head) and last but not the least the workers for their cooperation and
support and for all the guidance & knowledge my company mentor shared with me.

I would like to thank Prof. Dr. Vikas Madhukar, Deputy Director, Amity Business School and
Prof. Dr. Ranjana Kothari, UG Co-ordinator, Amity Business School, for their consistent
support and cooperation showed towards successful completion of my project.

I would like the acknowledge the support of my faculty mentor Prof. Prabhuddha Banerjee,
Amity Business School, for his consistent guidance in this project for providing me the
necessary information whenever required. Heartfelt thanks to him.

SHEFALI AGGARWAL
 EXECUTIVE SUMMARY

This undergone project is a part of the training of 6 weeks, which I had in POSSIBE POLYMER
INDUSTRY PVT. LTD. In the company my Guide was Mr Raj Kumar Vats and my university
guide was Mr Prabhuddha Banerjee.

I have worked under marketing department of Possible Polymer Industry where the main concern
area was building relationship between buyer and supplier in a healthy manner. Working for it
was neither easy and nor can be considered as an easy task, but it was a great experience and
provided a platform to improve my skills and knowledge about the subject. So I took this as an
opportunity by worked by best on this and approach with the project “The Study on Effect of
Buyer and Supplier Relationship on Organisational Performance.”
 TABLE OF CONTENTS

TOPICS: PAGE NO.

TITLE
PAGE………………………………………………………………………………………………..............1

CERTIFICATE OF COMPLETION..........................................................................…..........................2
ACKNOWLEDGEMENT…………………………………………………………………………...….....3

DECLARATION………………………………………………………………….....................................4

EXECUTIVE SUMMARY………………..………………………………………………...………....…..5
CHAPTER 1

INTRODUCTION…………………………………………………………………………………………..
1.1 MEANING OF BUYER-SUPPLIER RELATIONSHIP……………………………………………..
1.2 BACKGROUND OF THE STUDY………………………………………………………………….
1.3 RELATION BETWEEN BUYER AND SUPPLIER…………………………………………………
1.4 TYPES OF BUYER-SUPPLIER RELATIONSHIP…………………………………………………..
1.5 IMPORTANCE OF BUYER-SUPPLIER RELATIONSHIP…………………………………15 1.6
1.6 FACTORS AFFECTING THE RELATIONSHIP…………………………………………………..

CHAPTER 2

COMPANY PROFILE…………………………………………………………………………….17-25
2.1.OVERVIEW OF POLYMER INDUSTRIES………………………………………………..18-21

2.2 PROFILE OF THE ORGANISATION……………………………………………………...

2.3 PRODUCT LINE OF THE COMPANY……………………………………………………..

2.4 SWOT ANALYSIS OF THE COMPANY…………………………………………………..

2.5 MISSION, VISION AND VALUES OF THE COMPANY……………………………22-23

CHAPTER 3

REVIEW OF LITERATURE……………………………………..................…………………27-35
CHAPTER 4

OBJECTIVE AND METHODOLOGY………………………......…………………………36-44

4.1 SIGNIFICANCE OF THE STUDY

4.2 OBJECTIVES OF THE STUDY

4.3 RESEARCH METHODOLOGY………………………………………………… ……40-44

4.4 RESEARCH DESIGN

4.5RESEARCH PROCESS

4.6 LIMITATIONS OF THE STUDY..................……………………………………………….

CHAPTER 5

DATA ANALYSIS........................................................................................................................

CHAPTER 6

FINDINGS AND RECOMMENDATIONS………………………………………

6.1 FINDINGS.....................................................................................................................…......

6.2 CONCLUSION………………………….....……………………………………………………

6.3 RECOMMENDATIONS…………………………………………………………....………

CHAPTER-7
BIBLIOGRAPHY…………………………….......................……………………………………

ANNEXURE……………………………………………………………….....………………….
 CHAPTER-1
INTRODUCTION OF THE TOPIC
 1) INTRODUCTION OF THE TOPIC OF STUDY

1.1 MEANING OF BUYER AND SUPPLIER

 BUYERS: - Party which acquires, or agrees, ownership (in case of goods), or benefit or
usage (in case of services), in exchange for money or other considerations under a contract
of sale are known as buyers.
 Buyers are also called purchasers. They also see customers.
 Professional purchaser specializing in a specific group of material, goods, or
services, bulk buying, and delivery coordination.
 SUPPLIERS:- A party that supplies goods or services is known as supplier.
 A supplier may be distinguished from a contractor or subcontractor, who
commonly adds specialized inputs to deliverables. Suppliers are also known as
vendors.

1.2 BACKGROUND OF THE STUDY

 The strategic alliance between buyers and suppliers therefore has become perhaps the
most important aspect in the procurement performance. As a result, maintaining credible
suppliers has become a priority for the buyer.
 Supplier-buyer relationships have today become the backbones of economic activities in
the modern world and a focal point of organizational competitiveness, performance and
long-term business success.
 Buyer-Supplier relationship is a primary driver of both customer and shareholder value.

1.3 REALTIONSHIP BETWEEN BUYER AND SUPPLIER

 The relationship between a buyer and supplier can be complex, because each one (Buyer
and Supplier) wants to maximize its time, resources and cash investment; these may be
competing priorities that can strain the relationship.
 The buyer is the person or organization that purchases products from suppliers. A buyer
could be a manufacturer purchasing raw materials a customer buying a finished product
from a retailer.
  The relationship between the buyer and supplier can be either short term or long term,
involving regular purchases based on established agreements. Both short term and long
term buyer and supplier relationships have advantages and disadvantages. Short term
relations can be useful when a degree of flexibility is required.
 For example, short term agreements give the buyer the option to switch suppliers for their
next purchase.
 However, short term buyer and supplier relationship also have so many disadvantages.
They generally provide little scope for payment and order flexibility.
 For example, a new supplier on a short term agreement will want a definite order and
prompt payment. There is no trust built up over time between parties, so the opportunity to
share market information is also reduced.
 Buyer-supplier relationships refer to commercial transactions between organizations for
the purchase and supply of goods or services. Although inter organizational transactions
have always been important in purchasing and marketing practice, it is only comparatively
recently that interest in buyer-supplier relationships has spread across a range of
management disciplines reflecting global changes in production methods and work
organization in the late 20th century.

1.4 TYPES OF BUYER-SUPPLIER RELATIONSHIP

Transactional
Collaborative
Allaince

 Transactional relationship: - This relationship is referred to as an arm‘s- length

relationship where neither party is concerned about the other parties well-being. There is
very little trust involved in this relationship and it could be a onetime transaction between
the buyer and supplier.
 Collaborative relationship: - In this type of relationship, a buyer must have the authority
to negotiate with a supplier and come to an agreement that carries mutual trust and benefit.
 Benefits to collaborative relationships are: lower overall costs, higher quality products,
less time to market due to open communication and improved technology and innovation.
 Alliance relationship: - An alliance is formed for a systematic approach to enhance
communication between the two firms. An alliance is built to have a trust where both
firms can be on the same level and help each other out when there is a time of need or
uncertainty. If there is no motive to have trust or manage it then the alliance will most
likely fail.

1.5 IMPORTANCE OF BUYER-SUPPLIER RELATIONSHIP

 By Buyer/Supplier relationship, it does not mean a personal relationship between the two
sides rather it means working together to a mutually beneficial long-term program.

 The reason for this movement towards closer co-operation between buyers & suppliers is
due to the globalization and today’s much more competitive and complex marketplace.
This new reality of procurement is focused on cost, quality, delivery, flexibility, and
technology.
 There is increased evidence that suggests buyer supplier relationships are of great
importance for firms because such relationships can create value for both of the parties
involved.
 Although buyer supplier relationships have been studied from various research streams,
efforts have been concentrated on the relationships with private suppliers rather than on
those with the government suppliers. The issue of developing close relationships with
suppliers is equally important with regard to obtaining the best ‘overall value’.
 There is a greater commitment from both groups which means that you will be better able
to rely on them when it comes to orders and payments.
 There may also be more scope for discounts after the relationship is established and there
may be more flexibility in the timing of payments.

1.6 FACTORS AFFECTING BUYER-SUPPLIER RELATIONSHIP

1. Trust in buyer – supplier relationships results in better organizational performance.

 Trust leads retail buyers and sellers to the focus on long - term benefits of the relationship
and eventually enhances the performance outcomes in buyer- supplier relationships,
including firm competitiveness and transaction costs reduction.
2. Communication in buyer – supplier relationships results in better organizational performance.

 Effective communication in channel relationships can enhance levels of channel member

coordination, satisfaction, commitment levels.

3. Commitment in buyer – supplier relationships results in better organizational performance.

 Commitment among buyers and suppliers brings the desire to develop a stable
relationship, a willingness to make short-term sacrifices to maintain the relationship, a
confidence in the stability of the relationship, and investments in the relationship thus
improving procurement performance

4. Co-operation in buyer – supplier relationships results in better organizational performance.

 Cooperation is essential for exchange partners to achieve coordination in supply chains.

To cope with highly uncertain demand in fast changing market, retailers are demanding
for greater supply flexibility and responsiveness from their suppliers.

5. Having mutual goals in buyer – supplier relationships results in better organizational

performance.

 Mutual goals provide a strong reason for relationship continuance. Mutual goal influences
performance satisfaction which in turn, influences the level of commitment to the
relationship.
 CHAPTER-2

COMAPNY PROFILE
2 ABOUT THE INDUSTRY

2.1 OVERVIEW OF POLYMER INDUSTRIES

 Polymer is a substance which has a molecular structure built up chiefly or completely

from a large number of similar units bonded together, e.g. many synthetic organic
materials used as plastics and resins.

 Polymers are basically plastic material. Plastic industry is making significant contribution
to the economic development and growth of various key sectors.

 Such as in the country of: Automotive, Construction, Electronics, Healthcare, Textiles,

and FMCG etc.

 India is currently net importer of Polyethylene (PE), however with the commissioning of
IOCL plant at Panipat, the imports are expected to go down significantly.

 India observes significant regional diversity in consumption of plastics with Western

India accounting for 47%, Northern India for 23% and Southern India for 21%. Bulk of
the consumption in Northern India is from end use industries of Auto, packaging
(including bulk packaging), electronic appliances etc. which are concentrated mostly in
UP and Delhi- NCR.
 A plastic material is any of a wide range of synthetic or semi-synthetic organic solids used
in the manufacturing of industrial products.
 Plastics are typically polymers of high molecular mass and may contain other substances
to improve performance or to reduce the production costs.
 There are two types of plastics :-
 Thermoplastics – The plastic that do not undergo chemical change in their
composition when heated and can be molded again and again.
 Thermosetting polymers - Thermosets can melt and take shape once;
after they have solidified they remain solid.
2.2 PROFILE OF THE ORGANISATION (POSSIBLE
POLYMER INDUSTRY)

 Possible polymer industry quoted that “We are renowned as the prominent manufacturer
and suppliers of packaging products like Air Bubble Rolls, Air Bubble Pouch, BOPP
Adhesive Tapes, Stretch films, etc. Our industry experts fabricate this range with utmost
precision”.
 Possible Polymer Industries,” are recognized among the affluent manufacturer and
supplier of an assorted gamut of Packaging Products.
 It was established in the year 2010.
 Located in Gurgaon (Haryana, India), it has established a widespread infrastructural
facility that is spread across the wide area of the land.
 This facility is divided into different sub-units such as manufacturing, quality testing,
R&D, warehousing & packaging.
 All these units are managed and supervised by adroit team of professionals, who ensure
that the allied processes are carried out smoothly and offered gamut is subjected to
stringent tests on industry parameters.
 Each and every product is vigilantly examined by our quality inspectors before its final
delivery at the client’s end.
 In order to handle the quality control unit in an efficient and organized manner, a team of
dexterous professionals has been appointed by the company.
 Company technical staff, researchers, quality controllers and sales executives who have
been employed by them only after analyzing their experience and knowledge in the
concerned domain.
 Further, to polish their skills and knowledge, the company conduct different multiple
training sessions and knowledge enhancement workshops on regular basis.
 In order to retain the customers’ faith and trust, company remains in customers contact to
improvise the products quality on the basis of their feedback and suggestions..
 Moreover, packaging unit assists us in delivering the ordered products to the clients
without hampering their quality features. They also provide customized packaging of
these products as per clients various specifications.
 With hard work, sincerity and unending efforts of professionals, the company has paved
his way to success and growth in the industry.
MANUFACTURING FACILITY

 Company have invested heavily in manufacturing unit that is spread over the large area.
 This is equipped with sophisticated machines and equipment to manufacture the complete
range as per the international standards.
 All these machines are constantly updated as per the latest market trends, which is
acknowledged for smooth and hassle free fabrication process.
 Further, supported by capacious warehouse, the company efficiently handle the bulk
stock of products placed by the customers.
a) Manufacturing figures of some products:-
 BOPP Adhesive Tapes are manufactured in 100kg /day.
 Air bubbles are manufactured in 1000kg/day. Air bubbles are manufactured
through raw material called granules.
 Stretch films are manufactured in 2000kg/day.

WHY POSSIBLE POLYMER INDUSTRY?

 This company is among the eminent manufacturer and supplier of optimum grade
Packaging Products. Some of the major factors that are instrumental in gaining it a
competitive edge in the industry are:

 State-of-the-art infrastructure

 Qualitative Product Range

 Dexterous team of experts

 Strict quality inspection

 Competitive pricing policy

 Absolute customer satisfaction

 Ethical business practices

 Prompt delivery of consignment

QUALITY OF THE INDUSRTY

 The company is an ISO 9001:2008 company.

  Being a quality conscious organisation, they ensure that all their products have an
admirable quality at par with the set industry norms.
 For maintaining consistent level of quality in packaging products they ensure that all their
products should developed only from premium grade factor inputs sourced from our
authentic and reliable vendor base.
 Some of the quality parameters on the basis of which the company’s products are tested
are:-
1. High Quality
2. Reliability
3. Flexibility
4. Strength

MARKET POTENTIAL

 The world market for adhesive tapes, air bubbles, stretch films, etc, are projected to
expand at an annual pace of over 6% through the year 2004 to almost 25 billion square
meters valued at $20.5 billion.
 The BOPP Adhesive Tapes, Air bubbles, Stretch films, etc.are all used for packaging.
 It is consumed daily in large quantities by all industrial and commercial organisations.
 From packing courier covers and bags to packing of pharmaceutical cartons, everywhere,
the self-adhesive tapes, air bubble pouches; rolls are consumed.
 The consumption increases in line with the improved standard of living and business
activity in the society. Therefore the consumption of this product is bound to increase
further.

COMPETITORS OF THE COMPANY

1. Rachna sales corporation (New Delhi)

2. Ajit industries (New Delhi)
3. Micaso Industries (New Delhi)
4. RS Polymer Industries (Gurgaon)
5. RK Packaging Industry (Gurgaon)
6. DAUS Packaging India PVT.LTD. (Gurgaon)
SUPPLIERS OF THE COMPANY

Suppliers of this company are those to which Possible Polymer Industry supply their products. It
basically a B2B (Business to Business) firm.

Some of the suppliers of this company are:-

1. Flip kart India Pvt.Ltd.

2. Numero Uno Clothing Pvt. Ltd.
3. Kajaria Ceramics Ltd. Gailpur
4. HITECH International
5. EXCEL Pack Pvt.Ltd.
6. Donaldson India Filter System Pvt. Ltd.
7. Nature Bio Foods Limited
8. Gee Ken Seating Collection Pvt. Ltd.

2.3 PRODUCT LINE OF THE COMPANY

1. Adhesive Tapes: The Company manufactures and supply an extensive range of

Adhesive Tapes such as BOPP Self Adhesive Tapes and BOPP Packing Tapes. It is
designed using high quality raw material and latest technology in compliance with set
industry rooms. These adhesive tapes are appreciated for high tackiness, adhesion
strength, great holding power and ability to withstand high temperature. The company
offers these adhesive tapes in different colours and lengths to meet the variegated needs of
the clients and other business units.

a) BOPP Self Adhesive Tapes :- The company is emerged as one of the leading
manufacturers and suppliers of wide variety of BOPP Self Adhesive Tapes.
 These adhesive tapes are designed by our adroit team of professionals
using premium quality raw material in conformity of the international
quality standards.
 These tapes are highly appreciated by our clients for their features like
high adhesion strength, good holding power, temperature resistance and
durability.
 Fig1:-BOPP SELF ADHESIVE TAPES

b) BOPP Packing Tapes:- The company is a manufacturer and supplier of a

comprehensive range of BOPP Packing Tapes.
 These are devised using high grade components and latest technology in
compliance with international quality standards.
 The entire range is well reckoned in the market for its low maintenance,
optimum functionality, with stand against harsh condition and longer
functional life.

Fig2: BOPP PACKING TAPES

a) Air Bubble Packaging: - The Company is listed amongst one of the

renowned manufacturers and suppliers of the superior quality range of the Air
Bubble Packaging such as Air Bubble Film Extrusion Line, Air Bubble Pouch,
etc. These products are designed and developed using supreme class factor
inputs and latest technology. To ensure quality, durability, these products are
stringently tested on various [parameters. There are different types of Air
Bubbles Packaging. Some of them are:-Air bubble pouches:- the company
 is the manufacturer and supplier of a comprehensive range of top grade Air
Bubble Pouches.
 This air bubble pouch is manufactured using supreme class raw
material in compliance with international quality standards.
 The entire range is well reckoned in the market for its high strength,
reliability, flawless design and cost-effectiveness.
 Company offer this product in different specifications as per the needs
of clients.

Fig 3:- AIR BUBBLE POUCHES

b) Air Bubble Rolls: - The Company is the prominent manufacturer and

supplier of the high quality Air Bubble Rolls.
 Manufactured using supreme class raw material with the help of latest
technology.
 Highly acknowledged for high tensile strength, tear resistance, light
weight and durability, this product is widely used in various industries
for packaging purposes.

Fig4:- AIR BUBBLE ROLLS

c) Other air bubble packaging product are:-

  Air bubble film extrusion lines
 Air bubble and EDE Form packin

2. Packing and Sealing Tapes:- The company is known as the foremost

manufacturer and supplier of an exclusive range of Packing and Sealing Tapes like Plain
Sealing Tapes and Printed Tapes. These tapes are designed by the professionals at par with
international quality standard. These offers are recognized for strong holding, attractive
patterns, colourfastness, good strength and reliability.

a) Plain Sealing tapes:- Company is a highly renowned manufacturer and

supplier of a wide range of Plain Sealing Tapes.
 These tapes are designed and developed by the skilled professionals as per
the needs of clients.
 Well-known among clients for their high quality, reliability, optimum
strength, strong holding power and durability, these tapes are highly
demanded in the market.

Fig5:- PLAIN SEALING TAPES

b) Printed Packing Tapes:- The company is dedicatedly involved in the process

of manufacturing and supplying a broad assortment of Printed Packing Tapes.
 In order to manufacture these tapes, we use high quality raw material
procured from reliable sources of the industry.
 These printed tapes are known for their durable prints, high temperature
resistance, flexibility, and durability.
  Printed tapes are mostly manufactured in a large amount by the industry as
per the requirements of the clients. Clients give order for the printed tapes
for having a brand name on the tape for showing their company name or
logo. Company prints different brand and companies name on tapes. Some
are:- MYNTRA, ULTRATECH, JABONG, HALDIRAM, HINDWARE,
ADITYA BIRLA GROUP and many more.

Fig6:- PRINTED PACKING TAPES

3. STRETCH FILMS:- Company is the foremost manufacturer and supplier of stretch

films like LDPE Stretch Films and Plastic Stretch Films.

a) LDPE Stretch films:- In-depth domain expertise, company is offering LDPE

Stretch Films that is designed using high grade factor inputs and latest technology.
 It is widely used for over blown stretch films due to its better optical and
cling properties thereby widely used in packaging industries.

Fig7:-LDPE STRETCH FILMS

 b) Plastic Stretch Films:- The company carved a niche in manufacturing and
supplying the superior quality range of Plastic Stretch Film that is fabricated using
high quality plastic.
 The offered range is highly appraised for its good strength, strong holding,
perfect finish and ability to withstand high temperature.

Fig8:- PLASTIC STRETCH FILMS

2.4 SWOT ANALYSIS

 Swot analysis is a strategic planning method used to evaluate the strengths, weaknesses,
opportunities and threats involved in the business.
 It involves specifying objectives of the business and identifying the internal and external
factors that are favourable and unfavourable to achieving that objective.

Strengths: Attributes of the company which are helpful in achieving the objectives.

Weaknesses: Attributes of the company which are harmful in achieving objectives.

 Opportunities: External conditions which are helpful in achieving the objectives.

Threats: Internal conditions which could do damage to objectives.

Identification of SWOT analysis is essential because subsequent steps in the process of

planning for achievement for selected objectives may be derived from the SWOT. It is
particularly helpful in the areas of development.

STRENGTHS:

 High quality products in the market as strong minded by the customers and suppliers
feedback.
 Products are steadfast and rendering to customers’ needs.
 The sale station of company is very durable
 The company is ISO certified by 9001:2008
 Good brand image in BOOP Adhesive tapes, stretch films, air bubbles, etc.
 Strong supply chain relationship.
 Flexible and self-managed business.
 Availability of low cost labour.
 Skilled manpower with good experience in manufacturing sectors.

WEAKNESSES:

 Lack of proper R&D facilities and activities.

 High cost of input or raw material.
 Continuous fluctuation of raw material prices.
 Inadequate regulatory mechanism
 Inadequate prevention of usage of lower grade raw material.
 High cost of machinery purchased for the different production of material.
 Any government law making agencies can affect the business.

OPPORTUNITIES:

 Could advance new products and extend its product line more.
 Could seek improved supplier deals; search other contractors who supply raw material
at relatively lower cost.
 ISO certification for the maintaining world class standards.
 Expand the company.
  Improve marketing strategies.
 Increasing the product range

THREATS:

 In the changing world of technology, sometimes a better substitute may emerge.

 All competitors are changing their strategies and formulating new ones to capture
market.
 Low price competitors are main threat to company.
 Rising cost of raw material which has to be imported completely from outside.
 Non availability of most of the equipment and raw materials in India.
 Usage of outdated technology.

The usefulness of SWOT analysis is not limited to profit seeking organisations .SWOT analysis
may be used in any decision making situation when a desired end objective has been defined

2.5 MISSION, VISION AND VALUES OF THE POSSIBLE

POLYMER INDUSTRY
Mission, Vision and values are the beacon lights by which organisations would overset their
company’s strategies and then align their everyday priorities. A mission and visions are standard
and critical elements of the company’s organisational strategy. Most established companies
develop organisational mission statements, vision statements and values which serve as
foundational guides in the established company objectives.

It determines the direction. Smart business owners use this statement to remind their teams why
their company exists because this is what makes the company successful.

Why Vision, Mission &Values?

• The destination we want to reach is our vision.

• We normally have a reason for embarking on a journey. This is our mission.
• The underlying values that guide the way in which we travel towards our destination.
• It determines the direction. Smart business owners use this statement to remind their teams
why their company exists because this is what makes the company successful.
• It serves as a guide for all the company’s decision making.
• Vision statements are used with mission statements. Vision statements offer more of a
direction and include a perspective of cooperate values.
 • Core values support the vision, shape the culture and reflect what company’s values are.

What is Vision?

• The vision acts as a source of constant inspiration, a guiding light for the future.
• The vision statement presents a picture of the desirable future.

What is Mission?

• The Mission puts vision in action.

• It is what you do to actualize your vision: your plans, your strategies, your targets, your
numbers, and your activities.
• It concentrates on the present; it gives us an insight into the effort and direction required to
achieve the desired future.

What are values?

• Values are the basis on which you shape your actions so that your vision can be reached.

Possible Polymer Industries Mission, Vision and Values

Mission:-

 We are confident of achieving market leadership through progressive initiatives directed

towards our customers, consumers and suppliers.
 To provide quality certified products and services for complete satisfaction of customers
and maximize results of all stakeholders through optimal use of recourses.
 To promote good governance, corporate values and social responsibilities.

Vision:-

 To provide our customers with value added packaging products; present excellent
customer services and enhance people lives.
 To be more innovative, profitable and most preferred organisation.

Values:

 Customer and consumer focused.

 Quality and time assurance
 Commitment
 Ownership
 Integrity
 CHAPTER -3

REVIEW OF LITERATURE
 REVIEW OF LITERATURE

INTRODUCTION
This chapter focuses on the literature review conducted by the researcher. It includes a review of
the various studies that have been conducted by other researchers on buyer supplier relationships.
Among the areas reviewed include: buyer supplier relationship models; buyer - supplier
relationship variables; organizational performance. The chapter also provides the research gaps
identified and a conceptual framework to show the relationship between the dependent and
independent variables.

A Review of Key Relationship Models

Several authors have carried out studies related to buyer seller relationships and have come up
with different results related to this topic. The following are some of these studies and they give
an overview of different relationship models that have been developed relating to buyer seller
relationships.

Agency Theory

Agency theory is relevant when one part (principal) depends on another part (agent) for doing
something for the principal. An agency perspective can provide insight into inter-organizational
relationships (Lassar and Kerr 1996; Rossetti and Choi 2008). Eisenhardt (1989) suggests that
agency theory is relevant in situations of supplier and buyer relationship and product innovation.
Agency theory handles principal-agent relationships within or between organizations where the
principal delegates work to the agent. In this paper, the principal represents the buying firm while
the agent is the supplier. In agency theory the contract between the principal and agent is
investigated with concerns on two problems, namely the agency problem and the problem of risk
sharing. The agency problem involves basically two parts, goal conflict and verification
(Eisenhardt 1989). Risk sharing concerns the difference in attitude towards risk of the principal
and agent.

Social Exchange Theory

Social exchange theory posits that human relationships are formed by the use of a subjective cost-
benefit analysis and the comparison of alternatives. It is the exchange of activity, tangible or
intangible, and more or less rewarding or costly between at least two parties. Based on the social
exchange theory a business network may be seen as a type of exchange network (Blakenburg and
Johanson, 1992). (Prenkert and Hallen, 2006) defined it as a set of interconnected exchange
relationships. This is directly linked to supply relationships, and underlines the importance of the
supply network within the business network context. Social exchange models assume that rewards
and costs drive relationship decisions. Eriksson, (2001) argues that the main focus of such a
system is on the transformation and exchanges of resources, and less on the social exchange
component. It is from this perspective that buyer-supplier networks sometimes referred to as
supply networks are most frequently analyzed. These relationships are however usually embedded
in various networks of interconnected buyer-supplier relationships, where both market exchange
transformation and exchange of resources, as well social exchange perspectives trust,
collaboration, etc. should play equal parts. Claro (2004) also emphasizes how business networks,
supply chains, networks and buyer-supplier relationships are all types of business relationships
raging from a web of connections to a dyadic relationship with often blurred boundaries.

A Review of Key Relationship Models

Several authors have carried out studies related to buyer seller relationships and have come up
with different results related to this topic. The following are some of these studies and they give
an overview of different relationship models that have been developed relating to buyer seller
relationships Anderson and Narus (1990) were among the first to test the relationships between
both distributors and manufacturers engaged in a working partnership. They defined a working
partnership “as the extent to which there is mutual recognition and understanding that the success
of each firm depends in part on the other firm, with each firm consequently taking actions so as to
provide a coordinated effort focused on jointly satisfying the requirements of the customer
marketplace” (Anderson and Narus 1990).

Mohr and Spekman (1994)

An important distinction made by Mohr and Spekman (1994) in their definition of partnerships
was the need of partners to ‘strive for mutual benefit’. Results of their study found that trust,
commitment, and communication, among other variables were important in predicting the success
of partnerships. In partnerships that had higher degrees of these variables, there was a
corresponding higher likelihood of success (either satisfaction or sales). Satisfaction was an
outcome variable that was based on the partners’ perception of how well expectations were met
by the partnership. A limiting factor in the research to this point had been the lack of research that
differentiated successful and unsuccessful partnerships. Indeed, partnership success may be
measured along two outcome dimensions: endurance or achievement of mutual goals. The
outcome that will have greatest managerial appeal is that which can be related to firm
performance.
Wilson (1995)

Wilson (1995) proposed that buyer-seller relationships advance through various phases of
development. In each phase, he proposed that different relationship variables would have varying
levels of importance. Trust, satisfaction, power and comparison level of alternatives were
proposed to be important during partner selection and defining purpose of the relationship.
Commitment was important to the relationship when the goal was to create value and maintain the
relationship. Other constructs were also proposed to have varying degrees of importance
throughout the relationship life cycle

Review of Critical Literature and Gaps to Be Filled

Effect of Trust on Procurement Performance

Trust leads retail buyers and sellers to the focus on long - term benefits of the relationship
(Ganesan 1994), and eventually enhance the performance outcomes in buyer- supplier
relationships, including firm competitiveness and transaction costs reduction (Noordewier et al.
1990). Doney and Cannon (1997) indicated that trust influences long - term relationships, while
Morgan and Hunt (1994)found trust has the strongest effect on achieving cooperation in
relationship. Anderson and Weitz (1989) demonstrate the evidence that trust is a key to
maintaining continuity in conventional channel relationships. Furthermore, Siguaw et al. (1998)
concluded distributor trust is related significantly and positively to both cooperative norms and
distributor satisfaction with financial performance.

Within the transaction cost economics theory, trust is of economic value because it reduces
transaction costs, negotiation costs, monitoring and oversight costs, and uncertainty in
information sharing, acting as a substituting of control (Dyer and Chu, 2003). Trust is a key factor
for the development of partnerships among the different agents of a supply chain, distinguished
between interpersonal and inter-firm trust hence high procurement performance (Johnston,
Mccutcheon, Stuart, and Kerwood, 2004). The creation of trust in inter-firm relationships can be
considered related to country’s cultural context (Dyer and Chu, 2003; Sako, 1992; Zaheer and
Zaheer, 2006).

 Effect of Commitment to Suppliers on Procurement Performance

Commitment among buyers and suppliers brings the desire to develop a stable relationship, a
willingness to make short-term sacrifices to maintain the relationship, a confidence in the stability
of the relationship, and investments in the relationship thus improving procurement performance
(Gounaris, 2005).

Commitment enables the suppliers and buyers to develop the belief that the existing relationship
is very important and hence it deserves maximum efforts to maintain it for long-term period thus
improving the procurement performance (Stankoet al.,2007). Relationship commitment makes
both parties to have the willingness to invest resources in a relationship. They are able to secure a
relationship due to its identification with and internalization of the goals and values of another
party thus improving procurement performance of a firm (Kwon, 2005). Effect of
Communication on Procurement Performance

Effective communication is a critical component of buyer-supplier relationships. Procurement

professionals utilize a variety of media to communicate with suppliers, including phone, fax, face-
to-face, mail, e-mail, Internet, and electronic data interchange (EDI) thus improving procurement
performance (Rodrigo, 2001)

Effective communication in channel relationships can enhance levels of channel member

coordination, satisfaction, commitment levels, and procurement performance (Goodman and Dion
2001). In fashion apparel industry, frequent communication between retailers and suppliers can
expedite quick and accurate response to volatile market, and reduce the costs and impact of
inaccurate forecasts. Thus, the restricted information flow will impede the channel relationships
and affect the supply chain performance as well. Effective communication is crucial to maintain a
long-term buyer-relationship and achieve high procurement performance (Bird, 2005).

Effect of Cooperation on Procurement Performance

Cooperation is essential for exchange partners to achieve coordination in supply chains. To cope
with highly uncertain demand in fast changing market, retailers are demanding for greater supply
flexibility and responsiveness from their suppliers. Studies showed that when parties cooperate,
they understand each other’s expectation and needs better, which eventually help them to achieve
their mutual goals thus improving procurement performance (Perreault, 1999). According to
Maloni, (2000) the power of a supplier over a retailer is increased by the level of retailer's
cooperation the supplier. Cooperation results from the need to maintain the channel relationship
to achieve desired goals and reflects the essentiality and replace ability of the goods and services
provided by the supplier thus successful outcomes.Carr and Pearson (1999) found that formal
communication of supplier evaluations positively influenced BSR. Similarly, Davey and Sheehan
(2002) found that communication formality had a positive influence on cooperation, one
dimension of BSR.
 CHAPTER-3

OBJECTIVES AND METHODOLOGY

 SIGNIFICANCE OF THE STUDY
Summer Internships are an important career stepping stone and MBA hopefuls need to recognize
this fact sooner than later.

Beneficial for management students as well as business students. As any BBA student or MBA
student or top business school will confirm, a summer internship is a critical step in the process of
enhancing your credentials, and landing a full time job. In internship, you can’t help but Sharpen
them by interacting with people on a professional level and in a way that you would never have
the opportunity to do in the classroom. With more students doing internships, employers expect to
see them listed on the resumes of potential employees. And, in the weakened global economy,
internships are even more important to boosting a candidate’s competitiveness.

Summer internships offer the important opportunity to work closely with professionals in your
field, and to develop knowledge, competencies, and experience related directly to your career
goals. If managed correctly, internships will lead to new contacts, mentors, and references. With
recommendations in hand from business relationships develop during a summer internship,
securing a job becomes that much easier. Internships enable you take your career plan for a test
drive. In internship, you can’t.

POSSIBLE POLYMER INDUSTRY has trained us, how to build a meaningful relationship
between buyer and supplier for better organisational performance. I learnt many ways to build a
relation between buyers and suppliers by commitment, cooperation, mutual understanding, trust,
etc. Intern gets a chance to network with executives in a company who a can help in paving the
way for future opportunities.

An internship has given us a preview of the roles, responsibilities and the nature of work that we
would be undertaking once we are graduated for Amity Business School. While working during
the internship program, we built a network of friends and references that might turn up as an asset
for us when we have to pursue full-time jobs after completion of their UG/PG program. SIP has
become an opportunity to prove ourselves to our prospective employers. The complaints might
hire us based on the performance in the SIP. Besides, we get a chance to work with seasoned
professionals who possesses valuable experience, which will help us to hone our skills and
intelligent. SIP has given us a chance of giving a practical knowledge of training and
development.
 OBJECTIVES OF THE STUDY

The main objective of this project includes the following points:

 The general objective for this study was to determine the effect of buyer supplier
relationship on organizational performance.
 To study and understand the concept of Buyer-Supplier Relationship.
 To analyse the effect of trust on organisation performance..
 To study how the different factors of Buyer-supplier relationship affect the organisation
performance, i.e. ( trust, communication, commitment, cooperation, mutual goals).

METHODOLOGY

RESEARCH METHODOLOGY

 Research methodology is a systematic way to solve a problem. It is a science of studying

how research is to be carried out. Essentially, the procedures by which researchers go
about their work of describing, explaining, and predicting phenomena are called research
methodology. It is also defined as the study of methods by which knowledge is gained. Its
aim is to give the work plan of research.


Meaning of research

 Research in common parlance refers to a search for knowledge. Once can also define
research as a scientific and systematic search for pertinent information a specific topic.
According to Redman and Mory define research as a “systematized effort to gain new
knowledge”.
 Some people consider research as a movement, a movement from the
known to the unknown. It is actually a voyage of discovery.

Steps of Research Process

1) To decide the objective of study

  This step is also research problem. Problem definition is the most critical part of
the research process. Research problem should be finding out which the researcher
want to solve. The main objectives of the study are:
 To study the

2) To decide research design & application

 Research design involves defining the research problem, determining how to collect
the data and from whom, establishing the way the data will be analyzed estimating
costs and the preparation of the research approach. For this study, descriptive research
was selected.

3) To decide source of data

 There are two type sources of data :-
 Primary data
 Secondary data

A) Primary Data:-
 Primary data involves the collection of original primary data by researcher. It was
collected through Personal Information.
 Collection of Primary Data
 Primary data is collected in the course of doing experimental or descriptive
research by doing experiments, performing surveys or by observation or direct
communication with respondents. Several methods for collecting primary data are
given below-

1. Observation Method:-
 This method observation becomes a scientific tool and the method of data collection
for the researcher, when it serves a formulated research purpose and is systematically
planned and subjected to checks and controls.
(a) Structured (descriptive) and Unstructured (exploratory) observation:-
 When an observation is characterized by careful definition of units to be observed,
style of observer, conditions for observation and selection of pertinent data of
observation it is a structured observation. When there characteristics are not thought
of in advance or not present it is an unstructured observation.
(b) Participant, Non-Participant and Disguised observation:-
 When the observer observes by making himself more or less, the member of the group
he is observing, it is participant observation but when the observer observes by
detaching him from the group under observation it is non-participant observation. If
the observes in such a manner that his presence is unknown to the people he is
observing it is disguised observation.

(c) Controlled (laboratory) and Uncontrolled (exploratory) observation:-

 If the observation takes place in the natural setting it is a uncontrolled observation but
when observer takes place according to some pre-arranged plans, involving
experimental procedure it is controlled observation.
1) Interview Method:-
 This method of collecting data involves presentation of oral verbal stimuli and reply
in terms of oral-verbal responses. It can be achieved in two ways:-
(a) Personal interview:-
 It requires a person known as interviewer to ask questions generally in a face to
face contact to the other person.
(b) Telephonic interviews:-
 It requires the interviewer to collect information by contacting respondents on
telephone and asking questions or opinions orally. It is flexible, fast and cheaper
than other methods. No field staffs are required.
2) Questionnaire:-
 In this method a questionnaire is sent(mailed) to the concerned respondents who are
expected to read, understand and reply on their own and return the questionnaire. It
consists of a number of questions printed on typed in a definite order on a form on set
of forms.

B) Secondary data:-

-It was collected through details provided by the company & internet.

b) Collection of secondary data:-

 A researcher can obtain secondary data from various sources. Secondary data may
either be published data or unpublished data.
 Published data are available in:-
 a. Publications of government c. public records b.
Technical and trade journals d. statistical or historical documents.

Unpublished data may be found in letters, diaries, unpublished biographies or work.

 Here I use questionnaires as an instrument of research.

3) To decide from of data collection:-

 For this project survey method was selected which was carried through person
interview. Because information from different employees are required.

4) To organize & collect data:-

 Once the researcher has formulated and development a research design including
questionnaire second thing he has to decide whether he has to collect the information.
From all the staff employees. There can be two types of survey are possible.
 Sample survey
 Census survey

Sample

 Sample is used in statistical testing when population sizes are too large for the test to
include all possible members or observations. A sample is a subset containing the
characteristics of a larger population.

Sample size:-

50

Target Area:-

Buyers and suppliers of the company

To process & analyse data:-

 After the data was collected it was tabulated, analysed and interpreted to the conclusion
reach.

Techniques Applied:-

a) Bar Chart-
 A bar chart or bar graph is a chart that presents grouped data with rectangular bars with
lengths proportional to the values that they represent. The bars can be plotted vertically or
horizontally. A vertical bar chart is sometimes called a column bar chart
b) Pie Chart-
 A pie chart (or a circle chart) is a circular statistical graphic, which is divided into slices to
illustrate numerical proportion. In a pie chart, the arc length of each slice (and
consequently its central angle and area), is proportional to the quantity it represents.

Limitations of the study

 A research work is never an easy work to overcome. The respondents were unwilling to
participate in filling the questionnaires for fear of victimization.
 .The respondents were busy and it was difficult to have them filling in the questionnaires.
 To overcome this, so sometimes we had to drop the questionnaires and leave them with
the respondents to fill them at their own convenient time and pace.
 Field was study was limited.
 Limited knowledge and limited information were provided.
 The sample size was small and hence the results can have a degree of variation.
 CHAPTER-4

DATA ANALYSIS AND INTERPRETATION

 DATA ANALYSIS

1.1 CONCEPT

 Data analysis, also known as analysis of data or data analytics, is a process of

inspecting, cleansing, transforming, and modelling data with the goal of discovering useful
information, suggesting conclusions, and supporting decision-making. Data analysis has
multiple facets and approaches, encompassing diverse techniques under a variety of
names, in different business, science, and social science domains.

1.2 Data analysis process

For most businesses and government agencies, lack of data isn’t a problem. In fact, it’s the
opposite: there’s often too much information available to make a clear decision.

With so much data to sort through, you need something more from your data:

 You need to know it is the right data for answering your question;
 You need to draw accurate conclusions from that data; and
 You need data that informs your decision making process

In short, you need better data analysis. With the right data analysis process and tools, what was
once an overwhelming volume of disparate information becomes a simple, clear decision point.

To improve your data analysis skills and simplify your decisions, execute these five steps in your
data analysis process:

Step 1: Define Your Questions

In your organizational or business data analysis, you must begin with the right question(s).
Questions should be measurable, clear and concise. Design your questions to either qualify or

disqualify potential solutions to your specific problem or opportunity .

Step 2: Set Clear Measurement Priorities

This step breaks down into two sub-steps: A) Decide what to measure, and B) Decide how to
measure it.
A) Decide What to Measure

Using the government contractor example, consider what kind of data you’d need to answer your
key question. In this case, you’d need to know the number and cost of current staff and the
percentage of time they spend on necessary business functions. In answering this question, you
likely need to answer many sub-questions.

B) Decide How to Measure It

Thinking about how you measure your data is just as important, especially before the data
collection phase, because your measuring process either backs up or discredits your analysis later
on. Key questions to ask for this step include:

 What is your time frame? (e.g., annual versus quarterly costs)

 What is your unit of measure? (e.g., USD versus RUPEE)
 What factors should be included? (e.g., just annual salary versus annual salary plus cost
of staff benefits)

Step 3: Collect Data

With your question clearly defined and your measurement priorities set, now it’s time to collect
your data. As you collect and organize your data, remember to keep these important points in
mind:

 Before you collect new data, determine what information could be collected from existing
databases or sources on hand. Collect this data first.
 Determine a file storing and naming system ahead of time to help all tasked team members
collaborate. This process saves time and prevents team members from collecting the same
information twice.

Step 4: Analyze Data

After you’ve collected the right data to answer your question from Step 1, it’s time for deeper
data analysis. Begin by manipulating your data in a number of different ways, such as plotting it
out and finding correlations or by creating a pivot table in Excel. A pivot table lets you sort and
filter data by different variables and lets you calculate the mean, maximum, minimum and
standard deviation of your data.

Step 5: Interpret Results

 After analyzing your data and possibly conducting further research, it’s finally time to
interpret your results. As you interpret your analysis, keep in mind that you cannot ever
prove a hypothesis true: rather, you can only fail to reject the hypothesis. Meaning that no
matter how much data you collect, chance could always interfere with your results.
 If your interpretation of the data holds up under all of these questions and considerations,
then you likely have come to a productive conclusion.
 ANALYSIS

&

INTERPRETATION

 DATA ANALYSIS

The given below tables and pie chart shows response of 50 people.

Q1) How often would you like to purchase packaging material from Possible Polymer Industries?

a) Many times c) Often

b) Few

Particulars Number of respondents %age of respondents

Many time 30 60%
Few 13 26%
Often 7 14%

INTERPRETATION- The given results shows that 60% buyers purchase packaging material
from Possible Polymer industry many times,20% buyers like to purchase very few, 6% buyers
purchase material from industry very often.
Q2) Rate the quality of the packaging material provided by the industry.

a) Excellent c) Satisfactory

b) Very good d) Poor

Particulars Number of respondents %age of respondents

Excellent 10 20%
Very good 25 50%
Satisfactory 9 18%
Poor 6 12%

INTERPRETATION:- This result shows that 20% buyers found the quality of product
excellent,50% rated the product very good,18% rated satisfactory products and 12% rated the
products poor.

Q3) The new process of ordering material via internet, is it easy to use?

a) Yes b) No

Particulars Number of respondents %age of respondents

Yes 35 70%
No 15 30%
INTERPRETATION:- Above data shows that, 70% of the buyers found the new ordering
process via internet easy to use, 30% didn’t found the online ordering process easy to use.

Q4) Did industry provide safe and timely delivery of the products?

a) Strongly agree c) Strongly disagree

b) Agree d) Disagree

Particulars Number of respondents %age of respondents

Strongly agree 15 30%
Agree 27 54%
Neither agree nor disagree 8 16%
Disagree 0 0
INTERPRETAION:-_ This result shows that 30% buyers strongly agree that industry provide
safe and timely delivery, 54% buyers agreed, 16% are neither agree nor disagree.

Q5) Does industry handle problems and grievances of their buyers and suppliers?

a) Yes c) No

b) Sometimes

Particulars Number of respondents %age of respondents

Yes 30 60%
Sometimes 15 30%
No 5 10%
INTERPRETATION:- This result shows that 60% people saying yes that industry handle
problems and grievances of their buyers and suppliers, 30% responded sometimes and 10% are
saying no.

Q6) Did the industry adjust their payment terms and conditions for their buyers?

a) Strongly agree c) Strongly disagree

b) Agree d) Disagree

Particulars Number of respondents %age of respondents

Strongly agree 15 30%
Agree 27 54%
Strongly disagree 2 4%
Disagree 6 12%
INTERPREATATION:- This result shows that 0% people strongly agree that industry adjust
their payment terms and conditions for their buyers, 54% people only agreed, 4% people are
strongly disagree and 12% responded disagree.

Q7.) Does company provide special aid to their buyers and suppliers when they need help?

a) Strongly agree c) Strongly disagree

b) Agree d) Disagree

Particulars Number of respondents %age of respondents

Yes 21 42%
Rarely 23 46%
No 6 12%
 INTERPRETATION:- This result shows that 46% are saying yes that industry provide
special aid to their buyers, 42% are saying that they rarely provide aid to their buyers and 12%
are saying no.

Q8.) Do company’s managers and workers build a trustworthy relation with their buyers and
suppliers?

a) Yes c) No
b) Sometimes
c)

Particulars Number of respondents %age of respondents

Yes 25 50%
Sometimes 15 30%
No 10 20%
INTERPRETATION: - This result shows that 50% responded yes that company maintains a
trustworthy relation with their buyers and suppliers, 30% responded sometimes and 20% are
saying no that company didn’t build a trust relation with their buyers and suppliers.

Q9.) Does the industry provide full specification about the products?

a) Strongly agree c) Strongly disagree

b) Agree d) Disagree

Particulars Number of respondents %age of respondents

Strongly agree 18 36%
Agree 20 40%
Neither agree nor disagree 12 24%
Disagree 0 0

INTERPRETATION:- This result shows that 36% buyers strongly agree that company provide
full specification about the products, 40% buyers agree, 24% buyers responded neither agree nor
disagree.
Q10 Does the industry focuses on buyer-supplier relationship in terms of cooperation,
communication and mutual goals?

a) Strongly agree c) Strongly disagree

b) Agree d) Disagree

Particulars Number of respondents %age of respondents

Strongly agree 17 34%
Agree 23 46%
Strongly disagree 2 4%
Disagree 8 16%

INTERPRETATION:- This result shows that 34% people strongly agree that company focuses
on buyer-supplier relationship in terms of cooperation, communication and mutual goals, 46% are
saying that they agree too, 4% are saying that they strongly disagree, and 16% are saying that they
disagree that company focuses on buyer-supplier relationship.
 CHAPTER-5

FINDINGS,CONCULSIONAND
RECOMMENDATION
 FINDINGS

I began my SIP from 5th June, 2017 and my task was to know the impact of Buyer and Supplier
relationship on organisational performance.

 My main task was to handle and solve various queries of the prospective clients and
suppliers so that better relationship could be build.
 In Possible Polymer Industry, the work system is well designed. Through questionnaire I
surveyed that whether the buyers are happy or not with the industries specifications,
product qualities
 I surveyed that whether the industry is building relation with their buyers and suppliers.
 Industry fulfilled all the factors that help in building the Buyer- Supplier relationship.
 It has been found that industry builds a trustworthy relation with their buyers and
suppliers which enhance satisfaction, reduce conflicts, facilitate information exchange,
and lead to long-term relationships.
 It has been found that industry cooperative with their buyers which increase channel
efficiency and help members attain their mutual goals.
 It has been found that industry fulfil what it commits by timely and safely delivering the
products.
 84% of the people agreed that the industry adjust their payment terms and conditions for
building relation with their clients.

CONCULUSION
On the basis of the analysis made the following conclusions are drawn:-

 Maximum number of the buyers finds quality of the product really good.
 The trustworthy relation and proper communication with the buyers and suppliers affect
the organisation performance.
 Many of the clients didn’t found it easy to place order online
 Maximum people said that they get help whenever they require and industry is fast in
handle & solving the queries of the prospective buyers and suppliers.
 It has been concluded that through trust, suppliers are genuinely concerned about the
company and they offer the best quality product in the market.
 The study results also showed that commitment positively and significantly affects in
building the relationship with the company’s buyers.

RECOMMENDATION

 There is need for buyers and suppliers to be in constant communication and to expedite
quick and accurate response. It is necessary for organizations to work towards creating
long term relationships as still 24% buyer’s feels that there is lack of communication and
response from the industry.
 The industry need to organise seminars and conferences with their buyers so that their
relation could build in healthier manner.
 The industry should pay more attention in improving the quality of their products as still
30% of people are not highly satisfied with the product quality
 The new and different offers should be communicated in such a way that it reaches to
every potential customer.
 The company should provide full information regarding every specific product.
 There is need for buyers and sellers to cooperate in decision making and work jointly.
This will enhance integrity, credibility trustworthiness and bring satisfaction to both
parties.
 BIBLIOGRAPHY

Kothari, C. R., & Garg, G. (2015).Research methodology: Methods and techniques (3rd ed.). New
Deli: New Age International Publishers.

Sriram, V., Krapfel, R. & Spekman, R. (1992). Antecedents to buyer-seller collaboration: an

analysis from the buyers' perspective'. Journal of Business Research 25(4), 303-320.

Tan, K. C., Kannan, V. R., Handfield, R. B. & Ghosh, S. (1999). Supply chain management: an
empirical study of its impact on performance. International Journal of Operations & Production
Management , Vol. 19 No. 10, pp. 1034-52. 43

Tang, O., Musa, S. N. (2011). Identifying risk issues and research advancements in supply chain
risk management: International journal of production economics, 133(25), 25-34

WEBSITES

https://www.surveymonkey.com/r/buyer-relationship

https://hbr.org/product/buyer-supplier-relationships/HKU257-PDF-ENG

https://www.researchgate.net/.../273775362_ROLE_OF_BUYER-SUPPLIER_RELAT.

www.google.in

www.wikipedia.in

www.indiamart.in

https://www.indiamart.com/possiblepolymer/

https://www.tradeindia.com/Seller-3836610-POSSIBLE-POLYMER-INDUSTRY/
 ANNEXURE

SAMPLE QUESTIONNAIRE

Q1) How often would you like to purchase packaging material from Possible Polymer Industries?

c) Many times c) Often

d) Few

Q2) Rate the quality of the packaging material provided by the industry.

a) Excellent c) Satisfactory
b) Very good d) Poor

Q3) The new process of ordering material via internet, is it easy to use?

a) Yes b) No

Q4) Did industry provide safe and timely delivery of the products?

a) Strongly agree c) Strongly disagree

b) Agree d) Disagree

Q5) Does industry handle problems and grievances of their buyers and suppliers?

a) Yes c) No

b) Sometimes

Q6) Did the industry adjust their payment terms and conditions for their buyers

a) Strongly agree c) Strongly disagree

b) Agree d) Disagree

Q7.) Does company provide special aid to their buyers and suppliers when they need help?

a) Strongly agree c) Strongly disagree

b) Agree d) Disagree
Q8.) Do company’s managers and workers build a trustworthy relation with their buyers and
suppliers?

a) Yes c) No
b) Sometimes

Q9.) Does the industry provide full specification about the products?

a) Strongly agree c) Strongly disagree

b) Agree d) Disagree

Q10.) Does the industry focuses on buyer-supplier relationship in terms of cooperation,

communication and mutual goals?

a) Strongly agree c) Strongly disagree

b) Agree d) Disagree