The Behavior of Suppliers in Supplier-Customer Relationships

  • Ralph Riedel
  • Norbert Neumann
  • Marco Franke
  • Egon Müller
Part of the IFIP Advances in Information and Communication Technology book series (IFIPAICT, volume 338)


Suppliers have become resources for innovation and competitive advantages. To realize those potentials specific competencies have to be developed in a partnership between customer and supplier. The success of those development projects and also the effort that has to be put in depend on several factors. One of those factors is the motivation of the supplier organization. An empirical study shows that the motivation can be described sufficiently exactly by particular characteristics. Moreover particular influencing factors with significant impact on supplier motivation could be extracted. Those findings can be used to control supplier development projects better which in turn will lead to qualitatively better results and a better cost-benefit ratio.


supplier development supplier motivation supplier relations 


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Copyright information

© IFIP International Federation for Information Processing 2010

Authors and Affiliations

  • Ralph Riedel
    • 1
    • 2
  • Norbert Neumann
    • 1
    • 2
  • Marco Franke
    • 1
    • 2
  • Egon Müller
    • 1
    • 2
  1. 1.Department of Factory Planning and Factory OperationsChemnitz University of TechnologyChemnitzGermany
  2. 2.Robert Bosch GmbH, Chassis System ControlBlaichachGermany

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