Supplier contribution to buyer innovativeness: the influence of customer attractiveness and strategic fit

Research output: Contribution to conferencePaperAcademic

Abstract

Buying companies increasingly need suppliers that substantially contribute to their innovation and capability resources. Customer attractiveness and the strategic fit with a supplier are likely to play an important role in new product development projects. However, no research has addressed and simultaneously investigated the interplay of strategic fit, customer attractiveness, and supplier contribution to buyer innovativeness. This study fills this gap by carrying out a quantitative survey study among 81 members of the branch organization for the Dutch fabricated metal industry. The findings largely confirm the positive relations between the core variables of this study. The results suggest that purchasing professionals should invest in customer attractiveness, rather than coerce business partners into supplier development programs.
Original languageEnglish
Publication statusPublished - Mar 2018
Event Annual International Purchasing and Supply Education and Research Association (IPSERA) conference - Athens, Greece
Duration: 25 Mar 201828 Mar 2018
http://www.ipsera.com/Conference2018

Conference

Conference Annual International Purchasing and Supply Education and Research Association (IPSERA) conference
CountryGreece
CityAthens
Period25/03/1828/03/18
Internet address

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Keywords

  • buyer-supplier relationships, buyer innovativeness, strategic fit, customer attractiveness

Cite this

Schijns, J. M. C., Gelderman, C., Semeijn, J., & Steenstra, N. (2018). Supplier contribution to buyer innovativeness: the influence of customer attractiveness and strategic fit. Paper presented at Annual International Purchasing and Supply Education and Research Association (IPSERA) conference, Athens, Greece.