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Article
Publication date: 2 September 2014

Lisa Hüttinger, Holger Schiele and Dennis Schröer

This paper aims to understand the factors that influence a supplier’s choice to treat selected customers more preferentially than others. Suppliers often lack the resources to…

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Abstract

Purpose

This paper aims to understand the factors that influence a supplier’s choice to treat selected customers more preferentially than others. Suppliers often lack the resources to treat all their customers equally, instead having to make choices to treat some customers as preferred. Empirical evidence indicates that preferential treatment by suppliers provides substantial benefits for the purchasing firm.

Design/methodology/approach

This study applies a mixed-methods approach. First, a qualitative analysis of a sample of buyers from an automotive manufacturer was conducted. In the second step, the findings were triangulated via a quantitative survey among key account managers of the automotive firm’s suppliers.

Findings

This paper is the first to provide quantitative data collected from a large sample of automotive suppliers about the drivers of preferential customer treatment. The authors were able to show that the growth opportunities for suppliers and customers’ operative excellence, reliability and relational behavior are factors that induce suppliers to award preferential customer treatment. In contrast, innovation potential for suppliers, customers’ support of suppliers, supplier involvement and contact accessibility do not show a significant effect on suppliers’ behavioral intentions toward preferential customer treatment.

Originality/value

The mixed-methods approach is introduced as a form of academic enquiry in supply chain management. The factors influencing preferential customer treatment by suppliers are explored in discussions with purchasers and validated in a subsequent survey among suppliers. Recommendations for managerial practice and theory are drawn.

Details

Supply Chain Management: An International Journal, vol. 19 no. 5/6
Type: Research Article
ISSN: 1359-8546

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Article
Publication date: 7 June 2019

Frida Lind and Lisa Melander

The purpose of this paper is to investigate supplier interfaces in technological development.

485

Abstract

Purpose

The purpose of this paper is to investigate supplier interfaces in technological development.

Design/methodology/approach

The theoretical framework is based on the industrial network approach and, in particular, the concept of supplier interfaces (standardized, specified, translational and interactive). The empirical study consists of a case study of a supplier relationship between an established truck manufacturer and one of its partners in technological development. This supplier relationship has its base in joint projects on developments in automation.

Findings

The empirical study provides evidence of three types of interfaces that are characteristic of technological development and discusses their development and how they are used in combination. The three types are follows: specified, translational and interactive. The conclusions show that developing an interface from specified to translational or interactive is challenging and technological development characterized by uncertainty may call for certain interfaces that are not of value in other settings, such as industrial production.

Originality/value

By applying the interface concepts to technological development in collaboration with suppliers and related identifying characteristic interfaces, this paper aims to extend the literature on how suppliers can be engaged in uncertain endeavours such as development projects.

Details

Journal of Business & Industrial Marketing, vol. 34 no. 5
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 30 November 2020

Patrick Weretecki, Goetz Greve and Jörg Henseler

The purpose of this paper is to investigate selling actors in multi-actor sales ecosystems. When selling actors start taking over tasks that were formerly performed by…

369

Abstract

Purpose

The purpose of this paper is to investigate selling actors in multi-actor sales ecosystems. When selling actors start taking over tasks that were formerly performed by salespeople, the distribution of tasks, allocation of responsibilities and finally the role of the salespeople changes. However, little is known about salespersons’ perceptions of selling actors’ identities and participation behavior in multi-actor sales ecosystems.

Design/methodology/approach

The authors conducted a World Café, a new qualitative method to the field of sales research, to obtain first data on selling actor identities in multi-actor sales ecosystems. Salespeople, who had the chance to observe and interact with more than 98,000 selling actors, disclosed their perceptions of selling actors’ participation behavior in a multi-actor sales ecosystem. Four different data sources were analyzed using qualitative content analysis to develop a comprehensive understanding of the topic and to test validity through the convergence of information from different sources.

Findings

Using identity theory, a salesperson–selling actor relationship/behavior typology for multi-actor sales ecosystems was developed. Eight different selling actor identities were identified: avoider, observer, receptive actor, prepper, expecter, savvy actor, challenger and coworker.

Originality/value

The typology provides researchers and managers with a tool to better understand and evaluate sales ecosystems. This knowledge can be used as a starting point for the reassessment of the knowledge, skills and abilities necessary for salespeople in multi-actor sales ecosystems and to improve their training and coaching. The firsthand experiences reported by the participants of the World Café enable salespeople to identify different selling actors faster and prepare fitting approaches for all selling actor identities.

Details

Journal of Business & Industrial Marketing, vol. 36 no. 4
Type: Research Article
ISSN: 0885-8624

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