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

Nico D. A. Steenstra*, Cees J. Gelderman, Jos M.C. Schijns, Janjaap Semeijn

*Corresponding author for this work

Research output: Contribution to journalArticleAcademicpeer-review

Abstract

Buying companies increasingly need suppliers that significantly contributes 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’s contribution to buyer’s innovativeness. This study fills these gaps by carrying out a quantitative survey study among 81 members of the branch organization for the Dutch metal industry. The findings largely confirm the positive relations between the core concepts of this study. The results suggest that purchasing professionals should invest in customer attractiveness, rather than forcing business partners into coercive supplier development programs.
Original languageEnglish
Article number2050016
JournalInternational Journal of Innovation Management
DOIs
Publication statusE-pub ahead of print - 18 Apr 2019

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Industry
Purchasing
Product development
Innovation
Metals
Suppliers
Attractiveness
Innovativeness
Buyers
Strategic fit
Metal industry
Resources and capabilities
Development projects
Supplier development
New product development

Keywords

  • customer attractiveness
  • strategic fit
  • buyer’s innovativeness
  • Buyer-supplier relationships

Cite this

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title = "Supplier contribution to buyer innovativeness: The influence of customer attractiveness and strategic fit",
abstract = "Buying companies increasingly need suppliers that significantly contributes 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’s contribution to buyer’s innovativeness. This study fills these gaps by carrying out a quantitative survey study among 81 members of the branch organization for the Dutch metal industry. The findings largely confirm the positive relations between the core concepts of this study. The results suggest that purchasing professionals should invest in customer attractiveness, rather than forcing business partners into coercive supplier development programs.",
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AB - Buying companies increasingly need suppliers that significantly contributes 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’s contribution to buyer’s innovativeness. This study fills these gaps by carrying out a quantitative survey study among 81 members of the branch organization for the Dutch metal industry. The findings largely confirm the positive relations between the core concepts of this study. The results suggest that purchasing professionals should invest in customer attractiveness, rather than forcing business partners into coercive supplier development programs.

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