Accessing Supplier Innovation By Being Their Preferred Customer

Schiele, Holger (2012) Accessing Supplier Innovation By Being Their Preferred Customer. Research-Technology Management, 55 (1). pp. 44-50. ISSN 08956308

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Abstract

In the context of open innovation, firms increasingly rely on the collaboration of suppliers in their innovation processes. However, not all competent suppliers are willing to collaborate with all buyers, which is why achieving preferred customer status with key suppliers becomes important. This paper presents the results of a consortial benchmarking project that studied the supplier relationship management tactics of several best-practice firms. It identifies characteristics of suppliers who innovate well with their customers and emphasizes the importance of a firm establishing itself as an attractive customer as a prerequisite of successful buyer-supplier collaborations. This paper proposes additional sourcing criteria to identify innovative suppliers and introduces a supplier portfolio model based on customer attractiveness and supplier competence.

Item Type: Article
Uncontrolled Keywords: Buyer-supplier relations; Early supplier integration; Open innovation; Sourcing
Subjects: H Social Sciences > H Social Sciences (General)
H Social Sciences > HF Commerce
Divisions: Schools and Research Institutes > Business School > Business and Human Resource Management
Research Priority Areas: Applied Business Research
Depositing User: Anne Pengelly
Date Deposited: 06 May 2015 10:48
Last Modified: 06 May 2015 10:48
URI: http://eprints.glos.ac.uk/id/eprint/2199

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