Organization of strategic partnership in the supply channel

The article is devoted to the organization of partnerships in the supply channels based on the network structures of the organization of the activities of enterprises. It is established that since partnerships are inherently dual relationships between market participants, the main problem is the formation of such cross-cutting relationships in the supply and distribution channel. One of the ways to solve this problem is to provide one of the enterprises included in the channel, which is based on the network structure of the business organization, with the functions of the enterprise-integrator of this channel. Such functions are: analysis of the functioning of the supply channel; providing advice to participating enterprises on balancing their interests and the channel as a whole; the formation of sustainable partnerships between them. The key role of the integrator of such a channel as an enterprise, which ensures its stability and adaptation to changing market conditions, has been determined. The sequence of stages of development of the interaction strategy in the supply channels based on partnership marketing with the allocation of the integrator-enterprise is formed. It is emphasized that when forming the channel, it is necessary to determine not only who will be the integrator-enterprise, but also the rational circle of participants in the channel to sell target products based on marketing partnerships. Since the ability of the channel to function sustainably depends on the ability of the enterprise-integrator to interact directly with other enterprises-participants of the channel, it is proposed to use the degree of influence of the enterprise on other participants of the channel as the main criterion for choosing an enterprise-integrator. It is proposed to assess this degree of influence through the direct or indirect interdependence of the participants in such a channel. The methodology for selecting an integrator of a supply channel based on the analysis of direct and indirect connections between enterprises of this channel is justified. The proposed methodology for selecting an enterprise-integrator was tested on the example of a supply channel of industrial products for mining engineering enterprises and the mining industry.