Developing a sustainable buyer-supplier collaboration: an approach based on Herzberg’s Two-Factor Theory

Hugues Poissonnier, Oihab Allal-Chérif and Marie-Anne Le Dain (marie-anne.le-dain@g-scop.inpg.fr)
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Hugues Poissonnier: EESC-GEM Grenoble Ecole de Management
Oihab Allal-Chérif: NEOMA - Neoma Business School
Marie-Anne Le Dain: G-SCOP_CCI - Conception Collaborative et Intégrée - G-SCOP - Laboratoire des sciences pour la conception, l'optimisation et la production - CNRS - Centre National de la Recherche Scientifique - UGA - Université Grenoble Alpes - Grenoble INP - Institut polytechnique de Grenoble - Grenoble Institute of Technology - UGA - Université Grenoble Alpes

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Abstract: This paper aims to identify the most relevant elements of best practice for successful collaboration between buyers and suppliers over the long term. Many papers have addressed best practices aiming to create value through innovation, co-innovation, and open innovation. Despite the abundance of this useful literature, practitioners are still missing more concrete ideas or help allowing them to take more relevant decisions and ensure more sustainable collaboration. In this paper, we focus on the element level enabling successful best collaborative practice in value-creating collaborations. We develop an approach based on Herzberg's Two-Factor Theory distinguishing motivation and hygiene factors. We use grounded theory relying on a qualitative exploratory methodology to identify the five most relevant motivation factors – including sharing investments, risks, industrial property, and economic results – and hygiene factors – consisting of respecting the partners, engagements, and payment period – depending on the macro context in which the collaboration is built.

Date: 2023-12-03
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Published in Supply Chain Forum: An International Journal, 2023, 25 (3), pp.267-280. ⟨10.1080/16258312.2023.2288851⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-04811403

DOI: 10.1080/16258312.2023.2288851

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