SUPPLIER CONTRIBUTION TO BUYER INNOVATIVENESS: THE INFLUENCE OF CUSTOMER ATTRACTIVENESS AND STRATEGIC FIT

Nico A. Steenstra; Cees J. Gelderman; Jos M. C. Schijns; Janjaap Semeijn

doi:10.1142/S1363919620500164

SUPPLIER CONTRIBUTION TO BUYER INNOVATIVENESS: THE INFLUENCE OF CUSTOMER ATTRACTIVENESS AND STRATEGIC FIT

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

^*Corresponding author for this work

Marketing & Supply Chain Management

Research output: Contribution to journal › Article › Academic › peer-review

3 Citations (Web of Science)

Abstract

Buying companies increasingly need suppliers that significantly contributes to their N 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. How- to A ever, no research has addressed and simultaneously investigated the interplay of strategic o fit, customer attractiveness, and supplier's contribution to buyer's innovativeness. This E study fills these gaps by carrying out a quantitative survey study among 81 members of the cbranch 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 language	English
Article number	2050016
Number of pages	22
Journal	International Journal of Innovation Management
Volume	24
Issue number	2
DOIs	https://doi.org/10.1142/S1363919620500164
Publication status	Published - Feb 2020

Keywords

Buyer-supplier relationships
buyer's innovativeness
strategic fit
customer attractiveness
TECHNOLOGICAL-INNOVATION
EMPIRICAL-EVIDENCE
BUSINESS NETWORKS
VALUE CREATION
KNOWLEDGE
INTEGRATION
MANAGEMENT
IMPACT
FIRM
SATISFACTION

Access to Document

10.1142/S1363919620500164

Cite this

@article{be16a0043508467798bce9e19da3d6db,

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 N 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. How- to A ever, no research has addressed and simultaneously investigated the interplay of strategic o fit, customer attractiveness, and supplier's contribution to buyer's innovativeness. This E study fills these gaps by carrying out a quantitative survey study among 81 members of the cbranch 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.",

keywords = "Buyer-supplier relationships, buyer's innovativeness, strategic fit, customer attractiveness, TECHNOLOGICAL-INNOVATION, EMPIRICAL-EVIDENCE, BUSINESS NETWORKS, VALUE CREATION, KNOWLEDGE, INTEGRATION, MANAGEMENT, IMPACT, FIRM, SATISFACTION",

author = "Steenstra, {Nico A.} and Gelderman, {Cees J.} and Schijns, {Jos M. C.} and Janjaap Semeijn",

note = "data source:",

year = "2020",

month = feb,

doi = "10.1142/S1363919620500164",

language = "English",

volume = "24",

journal = "International Journal of Innovation Management",

issn = "1363-9196",

publisher = "World Scientific Publishing Company",

number = "2",

}

TY - JOUR

T1 - SUPPLIER CONTRIBUTION TO BUYER INNOVATIVENESS

T2 - THE INFLUENCE OF CUSTOMER ATTRACTIVENESS AND STRATEGIC FIT

AU - Steenstra, Nico A.

AU - Gelderman, Cees J.

AU - Schijns, Jos M. C.

AU - Semeijn, Janjaap

N1 - data source:

PY - 2020/2

Y1 - 2020/2

N2 - Buying companies increasingly need suppliers that significantly contributes to their N 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. How- to A ever, no research has addressed and simultaneously investigated the interplay of strategic o fit, customer attractiveness, and supplier's contribution to buyer's innovativeness. This E study fills these gaps by carrying out a quantitative survey study among 81 members of the cbranch 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.

AB - Buying companies increasingly need suppliers that significantly contributes to their N 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. How- to A ever, no research has addressed and simultaneously investigated the interplay of strategic o fit, customer attractiveness, and supplier's contribution to buyer's innovativeness. This E study fills these gaps by carrying out a quantitative survey study among 81 members of the cbranch 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.

KW - Buyer-supplier relationships

KW - buyer's innovativeness

KW - strategic fit

KW - customer attractiveness

KW - TECHNOLOGICAL-INNOVATION

KW - EMPIRICAL-EVIDENCE

KW - BUSINESS NETWORKS

KW - VALUE CREATION

KW - KNOWLEDGE

KW - INTEGRATION

KW - MANAGEMENT

KW - IMPACT

KW - FIRM

KW - SATISFACTION

U2 - 10.1142/S1363919620500164

DO - 10.1142/S1363919620500164

M3 - Article

SN - 1363-9196

VL - 24

JO - International Journal of Innovation Management

JF - International Journal of Innovation Management

IS - 2

M1 - 2050016

ER -