Providing a model to determine the strategy in Buyer-Supplier relationships risk management (Case study: Oil industry rotary equipment manufacturers)

The risks5 of buyer-supplier relationships cause the decreased performance and disruption in supply, but they can be managed by providing a suitable strategy. Despite the importance of these risks, a risk management model that determines the appropriate strategy for each supplier has not been developed so far. The purpose of this research is to provide a model for determining the strategy of buyer-supplier relationships risks for oil rotary equipment manufactures.

In the first stage, relationship risks and strategies were identified based on the research literature, and then experts' opinions about risks were collected to determine relationship risks in the studied industry. In the second stage, using the interpretive structural modeling method developed with fuzzy logic, the relationships between risks and those levels were examined and the most effective risks were determined by MICMAC analysis. The third stage is determined strategies by experts' opinions. Then fuzzy risk matrix with the dimensions of probability and intensity of impact is designed. Based on the risk priority (based on risk position in the matrix and its level based on interpretive structural model), a suitable strategy was determined for each supplier. In the last step, this model was validated by calculating the percentage of agreement.

The most effective risks of buyer-supplier relationships in this research include loss of objectivity, lack of trust and confidence, supplier's unwillingness to cooperate, Limited number of suppliers, supplier's opportunism, collusion and conflict of goals, which Their priority and relationships have been determined. Based on the priority of risk for each supplier, strategies for risk management have been determined.

The results of comparing the output of the model and the opinions of experts show the validity of the designed model and this model can be used for all industrial equipment manufacturer companies.