Advertisement

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)

Abstract

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.

Keywords

supplier development supplier motivation supplier relations 

References

  1. 1.
    Theisen, P.: Grundzüge einer Theorie der Beschaffungspolitik. Berlin (1970)Google Scholar
  2. 2.
    Arnold, U., Eßig, M.: Sourcing Konzepte als Grundlage der Beschaffungsstrategie. In: WiST 2000, pp. 122–128 (March 2000)Google Scholar
  3. 3.
    Van Weele, A.: Purchasing & Supply Chain Management, London (2005)Google Scholar
  4. 4.
    Glatschnig, E.: Merkmalsgestützte Lieferantenbewertung, Köln (1994) Google Scholar
  5. 5.
    Bratzler, M.: Technologiekooperation mit Lieferanten. In: Boutellier, R., Wagner, S.M., Wehrli, H.P. (eds.) Handbuch der Beschaffung, pp. 603–629. Carl Hanser Verlag, München (2003)Google Scholar
  6. 6.
    Imai, M.: Gemba Kaizen. Wirtschaftsverlag Langen Müller/Herbig, München (1997)Google Scholar
  7. 7.
    Ballou, R.: Business Logistics/Supply Chain Management. Planning, Organizing and Controlling the Supply Chain, Upper Saddle River (2004)Google Scholar
  8. 8.
    Wildemann, H.: Supply Chain Management, TCW, München (2000)Google Scholar
  9. 9.
    Knapp, T., Bichler, K.: Permanente Bewertung von Lieferanten. In: Beschaffung Aktuell 2000, pp. 42–47 (December 2000)Google Scholar
  10. 10.
    Ahlström, P.: Presenting qualitative research: convincing through illustrating the analysis process. Journal of Purchasing & Supply Management 13, 216–218 (2007)Google Scholar
  11. 11.
    Womack, J., Jones, D., Roos, D.: The machine that changed the world. Rawson Associates, New York (1990)Google Scholar
  12. 12.
    Ellram, L., John, N.: The Role of the Purchasing Function: Toward Team Participation. The International Journal of Purchasing and Materials Management 3, 3–9 (1993)Google Scholar
  13. 13.
    Neumann, v.J., Morgenstern, O.: Theory of Games and Economic Behaviour. University Press, Princeton (1944)Google Scholar
  14. 14.
    Williamson, O.: The Economic Institutions of Capitalism, New York (1985)Google Scholar
  15. 15.
    Stölzle, W.: Industrial Relationsships. Oldenbourg Verlag, München (1999)Google Scholar
  16. 16.
    Monczka, R., Trent, R., Handfield, R.: Purchasing and Supply Chain Management. South Western, Mason (2005)Google Scholar
  17. 17.
    Gofin, K.: Supply base management - an empirical investigation. Cranfield School of Management, Cranfield (1996)Google Scholar
  18. 18.
    Princeton University, http://wordnetweb.princeton.edu
  19. 19.
    Katzell, R.A.: Attitudes and Motivation. In: Meltzer, H., Nord, W.R. (eds.) Making Organizations humane and productive, New York (1981)Google Scholar
  20. 20.
    Klein, H.J.: An Integrated Control Theoy Model of Work Motivation. Academy of Management Review 14(2), 150–172 (1989)CrossRefGoogle Scholar
  21. 21.
    Hackman, J.R., Oldham, G.R.: Motivation through the design of work: test of a theory. Organizational Behaviour and Human Performance 16, 250–279 (1976)CrossRefGoogle Scholar
  22. 22.
    Ajzen, I.: The theory of planned behavior. Organisational Behavior and Human Decision Processes 50, 179–211 (1991)CrossRefGoogle Scholar
  23. 23.
    Bakkera, E.F., Kamann, D.-J.F.: Perception and social factors as influencing supply management: A research agenda. Journal of Purchasing & Supply Management 13, 304–316 (2007)CrossRefGoogle Scholar
  24. 24.
    Das, T.K., Teng, B.: Between trust and control: Developing confidence in partner cooperation in alliances. Academy of Management Review 23, 491–512 (1996)CrossRefGoogle Scholar
  25. 25.
    Lee, C.W., Kwon, I.-W.G., Severance, D.: Relationship between supply chain performance and degree of linkage among supplier, internal integration, and customer. Supply Chain Management: An International Journal 12(6), 444–452 (2007)CrossRefGoogle Scholar
  26. 26.
    Li, S., Lin, B.: Accessing information sharing and information quality in supply chain management. Decision Support Systems 42, 1641–1656 (2006)CrossRefGoogle Scholar

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

Personalised recommendations