For industries where resellers constitute a significant part of the
downstream supply chain, partner relationship management (PRM) systems have
been proclaimed as having significant potential for supporting seller-reseller
relationships and improving profits. By using these systems, companies strive
to build more productive supplier-partner relationships while streamlining
processes that run across suppliers, partners and customers. This has led to a
rise in the implementation of these systems, yet performance improvements have
not been consistently realised. In light of this, Dr. Chris Storey and Dr.
Canan Kocabasoglu-Hillmer set out to investigate whether the performance of PRM
systems were related to how suppliers provided oversight of their partners.