Special buyer-supplier relationships in high-tech companies that manufacture complex products are discussed. The Brazilian aircraft manufacturer Embraer was investigated, a company that is known for its partner relationship strategy with its suppliers, especially when dealing the products of the ERJ145 and E-Jets families However, in its latest product line, it showed a different approach to relating with its suppliers, which led to investigate the rationales for every option in each product line. The research techniques used were direct observation, specialized journals within the area, website related to aircraft industry and associations, scientific papers, and company's documents. In addition, semi-structured interviews with current and former employees were conducted. The results show that despite the fact that large companies such as Boeing and Airbus have been using the partnership model of risk adopted by Embraer, it follows a contingency approach - there is no best way than the model of relationship with suppliers that depends on the specific characteristics of each project, the company , and the environment.
Buyer-supplier relationship; Risk partnership; Product development; Aviation industry; Embraer
