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

Nico D. A. Steenstra (), Cees J. Gelderman (), Jos M. C. Schijns () and Janjaap Semeijn ()
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Nico D. A. Steenstra: Open University of the Netherlands P.O. Box 2960, NL-6401 DL Heerlen, the Netherlands
Cees J. Gelderman: Open University of the Netherlands P.O. Box 2960, NL-6401 DL Heerlen, the Netherlands
Jos M. C. Schijns: Open University of the Netherlands P.O. Box 2960, NL-6401 DL Heerlen, the Netherlands
Janjaap Semeijn: Open University of the Netherlands P.O. Box 2960, NL-6401 DL Heerlen, the Netherlands

International Journal of Innovation Management (ijim), 2019, vol. 24, issue 02, 1-22

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.

Keywords: Buyer-supplier relationships; buyer’s innovativeness; strategic fit; customer attractiveness (search for similar items in EconPapers)
Date: 2019
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DOI: 10.1142/S1363919620500164

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