Necessary Governing Practices for the Success (and Failure) of Client-Supplier Innovation Cooperation

Romaric Servajean-Hilst ()
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Romaric Servajean-Hilst: CRG I3 - Centre de recherche en gestion i3 - X - École polytechnique - IP Paris - Institut Polytechnique de Paris - Université Paris-Saclay - I3 - Institut interdisciplinaire de l’innovation - CNRS - Centre National de la Recherche Scientifique

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Abstract: Abstract This chapter aims to empirically identify governance practices that are critical for the success of client-supplier innovation cooperation. To do so, we use Necessary Condition Analysis (NCA) to screen a large panel of contractual provisions and coordination practices that are theoretically recognized as influencing relationship performance. Based on survey data describing 160 client-supplier relationships on an innovation project, we empirically determine which of these practices are conducive to highest or lowest performing relationship performance. We identify 12 practices – including the necessity of considering a client/supplier as a key account, and regular involvement of the client's purchasing function– that are critical for creating a high-performing relationship, and 12 that lead to a low-performing relationship – that is, those that should be avoided. Our results provide deeper knowledge of the governance of client-supplier innovation cooperation, thanks to the paradigm change driven by the NCA approach. They also provide direct practical implications: practices to promote or to avoid in order to maximize successful innovation cooperation.

Keywords: client-supplier; necesary condition analysis; governance; Coopération; innovation; open innovation; client-fournisseur; analyse condition nécessaire; gouvernance; performance (search for similar items in EconPapers)
Date: 2018-04-29
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Published in António Carrizo Moreira; Luís Miguel D. F. Ferreira; Ricardo A. Zimmermann. Innovation and Supply Chain Management: Relationship, Collaboration and Strategies, Springer International Publishing, pp.79-100, 2018, 978-3-319-74303-5

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02299825

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