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Buying firms involve suppliers early in New Product Development (NPD) projects to benefit from their capabilities. The authors investigate the joint impact on project performance improvement, of the social capital established throughout the project, and the strategic preferred buyer/supplier statuses awarded prior to the project, from the buyer's perspective.

The authors propose a conceptual model underlining the complementary contribution to project performance of social capital dimensions and of preferred partners' statuses resulting from social exchange expectations. The model is analyzed with Partial Least Squares using 80 responses of purchasers and R&D managers involved in collaborative NPD projects with suppliers.

The relational capital built during the project has a positive central role, with a direct impact on NPD project performance and mediating effects through cognitive and structural capitals. The preferred partners' statuses have strong direct impacts on performance, and mediating effects that do not completely supplant the social capital's contribution.

The implications for the efficient management of supplier involvement are twofold. First, the authors encourage strategic investments of buying firms to acquire preferred buyer's status and to support preferred supplier programs. Second, the authors alert them on the importance of establishing trust and shared cognition during the project.

This study captures NPD project performance from the social angle of buyer–supplier relationship management. It demonstrates the complementarity of relationship management at the strategic and operational levels, before and during the project unfolding.

Industrial revolutions have been induced by technological advances, but fundamentally changed business and society. To gain a comprehensive understanding of the fourth industrial revolution (I4.0) and derive guidelines for business strategy, it is, therefore, necessary to explore it as a multi-facet phenomenon. Most literature on I4.0, however, takes up a predominantly technical view. This paper aims to report on a project discussing a holistic view on I4.0 and its implications, covering technology, business, society and people.

Two consecutive group discussions in form of academic world cafés have been conducted. The first workshop gathered multi-disciplinary experts from academia, whose results were further validated in a subsequent workshop including industry representatives. A voting procedure was used to capture participants perspectives.

The paper develops a holistic I4.0 vision, focusing on five core technologies, their business potential, societal requests and people implications. Based on the model a checklist has been developed, which firms can use a tool to analyze their firm’s situation and draft their industry 4.0 business strategy.

Rather than focusing on technology alone – which by itself is unlikely to make up for a revolution – this research integrates the entire system. In this way, a tool-set for strategy design results.

This research aims to investigate the impact of the current COVID-19 pandemic (C19, Corona) on trends of transcontinental sourcing as an extreme form of global sourcing. This study starts by observing that the sideward movement of international trade in the past decade can be differentiated into an increase in transcontinental sourcing and a relative decline of intra-EU sourcing. By differentiating between continental and transcontinental sourcing, this study gains insights into global sourcing trends and conducts a fine-grained analysis of the impact of COVID-19.

After analysing Eurostat statistics, the authors conducted 21 semi-structured interviews with companies from multiple industry sectors affected by a high share of transcontinental suppliers. Using the Gioia method, data from the interviews were structured. By examining the identified motives, challenges and solutions, the authors analyse the impact of COVID-19 on transcontinental sourcing.

The COVID-19 pandemic seems not to represent a turning point stopping global sourcing. The authors did not find evidence for a trend reversal. Most of the interviewed companies share the opinion that transcontinental sourcing will remain important or slightly increase in the future. Based on the analysis of their specific motives for transcontinental sourcing, it became clear that factors supportive as well as detrimental to transcontinental sourcing are levelling each other out.

To the best of the authors’ knowledge, this is the first study explicitly differentiating between continental and transcontinental sourcing as different types of global sourcing. While in European sourcing, a decreasing trend is already evident, as shown by our data analysis, there is a lack of investigations addressing transcontinental sourcing. In this study, the authors concentrated on motives, challenges and solutions of transcontinental sourcing. Extending beyond the immediate COVID-19 impact assessment, findings suggest that purchasing would benefit from treating transcontinental, remote sourcing as a distinct process from continental sourcing, particularly intra-EU-sourcing.

In industrial procurement, the concept of supplier satisfaction has gained increasing attention. Satisfied suppliers have been found to provide better prices, more innovations and priority in bottleneck situations. This paper aims to analyses in how far the concept of supplier satisfaction can be transferred to the public procurement domain.

Two large quantitative data sets are compared, one from a sample of suppliers evaluating their industrial clients, the other from a public customer being evaluated by its suppliers.

The same criteria which explain supplier satisfaction with its customer, which are relevant in the private and industrial case also hold true for the public case, namely, growth opportunity, profitability, relational behaviour and operative excellence are important criteria for distinction. Only relational behaviour by the customer scored significantly higher in the public sample, indicating that this is more an influencing factor for public organisations.

Showing the relevance of supplier satisfaction also for the public domain paves the way to further research better understanding how to measure satisfaction and how to increase suppliers’ satisfaction.

Buying organisations are asked to apply a form of “upstream marketing”, in which they actively try to promote their organisation with their suppliers and increase its attractiveness. This is a new way to get access to better services from suppliers.

Analysing supplier satisfaction, on the one hand, allows to improve public purchasing acts, which generate social benefits in better using public money. On the other hand, caring for the well-being of suppliers is per se contributing to a socially more desirable world.

Supplier satisfaction is a new concept in the public procurement domain. This is the first paper to introduce this approach.

In light of increasingly tight buyer–supplier relationships, opportunism is a problem of increasing relevance. So far, opportunism has mainly been researched as a detrimental action by suppliers and interpreted with an institutional economics lens. Recent conceptual work, however, has argued more for a behavioral approach to operations management, suggesting benefits of taking a social capital perspective on opportunism. Based on a large empirical sample of buyer–supplier relations, this paper aims to provide an empirical study using social capital as theoretical lens. Further, it analyzes both supplier and buyer opportunism at the same time.

The paper, through following a quantitative approach, considers the interacting dyad of buyer and supplier opportunism, its antecedents as well as its performance implications.

Findings did not support the expectation that supplier opportunism will be countered by buyer opportunism in a single relationship. However, social capital in the form of cognitive and relational capital has been found as a good predictor of opportunism. This study proposes new measures for structural capital. Further the study confirms the detrimental effect of opportunism on performance of the buyer–supplier relationship, highlighting the mediating role of innovation as building block of relational competitive advantage.

Previous studies on opportunism in buyer–supplier relations were mostly transaction cost-oriented, thus neglecting the behavioral aspects of exchange processes. Introducing social capital theory revealed to be a rewarding amplification of the perspective. Next, most research up till now was focused on explaining supplier opportunism only. This study contributes by analyzing both sides of the interacting dyad. Finally, this research closes a research gap by not only explaining the occurrence of opportunism but by also testing its performance outcomes. Accordingly, this study contributes to the opportunism literature, social capital theory development and to the management of buyer–supplier relations.

Building up cognitive and relational capital is likely to be a tool to reduce the danger of opportunism – both with the partner firm, as well as inside the own organization. As such, firms need to make sure that both forms of social capital are present to a higher extent. If this is not the case, opportunistic actions on both buying and supplying side might occur which have damaging impacts on the generation of innovation as well as the achievement of strategic advantages.

While previous studies have focused on explaining supplier opportunism, an analysis of both sides of the interacting dyad between buyer and supplier opportunism is missing. Not only does this research provides further insights with regard to the latter, but further considers the role of social capital as underlying factor explaining both buyer and supplier opportunism. Also, this research answers the call on more research about the relation between opportunism and performance, specifically focusing on innovation and strategic advantage generation.

This paper aims to explore factors influencing suppliers' acceptance, integration challenges, expected benefits and support from customers when implementing a customer-introduced digital supply chain system.

The study investigates the perspective of suppliers using a mixed methodology approach that combines qualitative interviews with a large-scale quantitative survey conducted among 220 internationally located suppliers of an automotive-industrial firm.

As a result, the authors identified 11 factors that drive suppliers' acceptance of customer-introduced digital supply chain systems. These factors have been ranked based on their importance. The top three important factors identified were the digital system being provided at no cost to the suppliers, the system's ability to save time and the system offering benefits to the suppliers.

Further research can be conducted to validate the perspective of suppliers in other industries. Additionally, future studies can investigate the effectiveness of fulfilling these acceptance factors within an actual digital integration setup.

Companies can leverage these insights to accelerate their digital supply chain integration efforts. The insights on acceptance factors, challenges, benefits and support expected by suppliers can serve as a valuable guide for policy and decision makers within the industry.

To the best of the authors’ knowledge, this study is among the first to investigate the perspective of suppliers in the integration of a customer's digital supply chain. By including the supplier's perspective, this study makes a significant contribution to the academic literature about supply chain digitalisation.

This study aims to examine decision factors for global sourcing, differentiated into transcontinental and continental sourcing to obtain insight into locational aspects of sourcing decisions and global trends. This study analyzed various country perceptions to reveal their influence on sourcing decisions. The country of origin (COO) theory explains why certain country perceptions and images influence purchasing experts in their selection of suppliers.

This study used a two-study approach. In Study 1, the authors conducted discrete choice card experiments with 71 purchasing experts located in Europe and the USA to examine the importance of essential decision factors for global sourcing. Given the clear evidence that location is a factor in sourcing decisions, in Study 2 the authors investigated purchasers’ perceptions and images of countries, adding country ranking experiments on various perceived characteristics such as quality, price and technology.

Study 1 provides evidence that the purchasers’ personal relationship with the supplier plays a decisive role in the supplier selection process. While product quality and location impact sourcing decisions, the attraction of the buying company and cultural barriers are less significant. Interestingly, however, these factors seem as important as price to respondents. This implies that a strong relationship with suppliers and good quality products are essential aspects of a reliable and robust supply chain in the post-COVID-19 era. Examining the locational aspect in detail, Study 2 linked the choice card experiments with country ranking experiments. In this study, the authors found that purchasing experts consider that transcontinental countries such as Japan and China offer significant advantages in terms of price and technology. China has enhanced its quality, which is recognizable in the country ranking experiments. Therefore, decisions on global sourcing are not just based on such high-impact factors as price and availability; country perceptions are also influential. Additionally, the significance of the locational aspect could be linked to certain country images of transcontinental suppliers, as the COO theory describes.

The new approach divides global sourcing into transcontinental and European sourcing to evaluate special decision factors and link these factors to the locational aspect of sourcing decisions. To deepen the clear evidence for the locational aspect and investigate the possible influence of country perceptions, the authors applied the COO theory. This approach enabled authors to show the strong influence of country perception on purchasing departments, which is represented by the locational effect. Hence, the success of transcontinental countries relies not only on factors such as their availability but also on the purchasers’ positive perceptions of these countries in terms of technology and price.

This study aims to analyze how startups organize their purchasing activities to improve operative excellence and become attractive customers.

The authors use a two-phase exploratory approach with semistructured interviews and a World Café. In total, 20 startup purchasers and suppliers participated. It is an international study with participants from eight countries (Belgium, Brazil, France, Germany, Hungary, The Netherlands, the UK and the USA).

The authors find that startups organize the purchasing function in five ways: partial outsourcing, transactional-oriented, strategic only, outsourced purchasing and full department. Each type has advantages and disadvantages regarding operative excellence. The authors identify type-specific antecedents to operative excellence: forecasting, payment habits, ordering process, contact accessibility and quick decision-making.

The value of this paper is that it offers entrepreneurs a framework to organize startup purchasing activities, including outsourcing options. Furthermore, it provides theoretical contributions that expand the topic of purchasing and supply organization and operative excellence to the startup context.

The value of this paper is that, to the best of the authors’ knowledge, it is the first to explore purchasing organization and operative excellence in startups.

The purpose of this chapter is to provide the rationale for the public authorities’ direct interventions to realise benefits for the city and region of Glasgow acting as host city for the 2014 Commonwealth Games.

The methodology relies on an extensive literature review of the impact of large sporting and cultural events and of the evolution of the partnership approach to social and economic development and regeneration. One of the authors was critically involved in the construction of The Commonwealth Games legacy for Glasgow and so the chapter uses a participant researcher methodology.

The findings are consistent with the lessons from previous mega events as proposed following recent Olympic and Commonwealth Games and World Cups. The City Council was able to introduce a partnership approach which intervened to establish a viable legacy programme.

Research implications, as previous studies have argued, are of a need for evaluation of the legacy programme over a period of several years.

Practical implications follow from the success of the Glasgow Games which confirm the advantages of a partnership-based legacy programme being established early by the host city.

Social implications have been addressed over the short term by others and the longer term impacts of public sector interventions need to be analysed.

Originality/value of the chapter come from the description and assessment of the first legacy programme to be established before the event with wide stakeholder support.

With the established surface mount infrastructure and the temperature constraints of components and printed circuit boards, the melting temperatures of lead‐free solder alloys need to be designed as close to 63Sn/37Pb as practical, and not to exceed 215°C. However, metallurgically, the Sn‐based lead‐free solders cannot approach a melting point as low as 183°C without incorporating a high content of low‐melting elements such as In, Bi or Ga. Incorporating such high contents of these elements involves prohibitive mechanical properties and/or cost. Nonetheless, it has been found that a low dosage of one or more low‐melting point elements within a well designed alloy composition can achieve superior performance to 63Sn/37Pb without incurring an unacceptable cost. To avoid prohibitive cost and/or mechanical properties, whilst achieving the melting temperature requirement, the thresholds for each of these elements, as examples, are found to be In ≤q 6 wt.%, Bi < 4 wt.% or Ga ≤q 0.5 wt.%. This paper summarises the results for one of the lead‐free systems studied within a ten‐year research program.