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Success factors in supplier development

Daniel R. Krause (Eli Broad College of Business, Michigan State University, East Lansing, Michigan, USA)
Lisa M. Ellram (College of Business, Arizona State University, Tempe, Arizona, USA)

International Journal of Physical Distribution & Logistics Management

ISSN: 0960-0035

Article publication date: 1 February 1997

10780

Abstract

Presents results of a survey on supplier development. Surveys were mailed to a random sample of 1,504 NAPM members. The sample was split into two groups depending on how respondents judged the results of their supplier development effort, either exceeding or falling short of expectations. The responses of these two groups to various questionnaire items were investigated to identify and gain insight into factors that contribute to supplier development success. The analysis suggests that buying firm respondents who reported their firms’ supplier development efforts to be satisfactory were more likely to have a proactive philosophy regarding suppliers’ performance, put more effort and resources into their supplier development efforts, and exhibit a greater willingness to share information with their suppliers than their counterparts who were generally dissatisfied with their firms’ supplier development results.

Keywords

Citation

Krause, D.R. and Ellram, L.M. (1997), "Success factors in supplier development", International Journal of Physical Distribution & Logistics Management, Vol. 27 No. 1, pp. 39-52. https://doi.org/10.1108/09600039710162277

Publisher

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MCB UP Ltd

Copyright © 1997, MCB UP Limited

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