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Today, customers are generally perceived to be demanding higher quality and better performing products, in shorter and more predictable development cycle-times and at a lower cost. These market pressures drive firms to collaborate with possible partners in product development (PD) processes. However, the selection of a suitable partner for an effective PD is not an easy decision and is associated with complexity. The purpose of this paper is to propose an integrated multi-criteria decision-making (MCDM) approach to effectively evaluate PD partners.

The proposed evaluation procedure consists of several steps. First, based on a literature review and expert validation, the strategic main and sub-criteria of the PD partner selection process that companies consider the most important are identified. After constructing the evaluation criteria hierarchy, the criteria weights are calculated by applying the Analytic Hierarchy Process (AHP) method. The VIKOR (a compromise ranking) method is used to obtain the final partner ranking results. A case study is given to demonstrate the potential of the methodology. In the last part of the study, a sensitivity analysis is performed to determine the influence of criteria weights on the decision making process.

The PD partner evaluation model contains three main criteria, namely, partner, collaboration and PD-oriented criteria, with 13 sub-criteria. The market position, competency of the partner, compatibility, technical expertise and complementarity are found as the most considerable evaluation criteria for the ABC case company. Results of the sensitivity analysis from different cases demonstrate that the integrated AHP-VIKOR model is quite sensitive to the weights assigned to the evaluation criteria. This finding underlines the importance of forming a capable, qualified group of experts for the decision-making procedure. The results of the empirical study show that the proposed evaluation framework is practical for solving partner selection problems.

Partner selection is critical to the success of a collaborative PD process. The main contribution of this paper is the definition and development of an effective evaluation framework to guide managers for suitable PD partner selection. In our knowledge, there exists no study in the literature that combines the established AHP VIKOR model for PD partner selection problem. This study can be useful to researchers to better understand PD partner selection problem theoretically, as well as to organizations in designing better satisfying PD partner evaluation systems.

The purpose of this paper is to develop a conceptual framework for performance evaluation of channel partners in distribution relationships and develop a scale to measure the proposed dimensions of performance.

The proposed framework is built on the theoretical foundations of salesforce control systems and organizational performance. The authors developed the measurement scale by the three-stage protocol and established the scale’s reliability, factor structure and validity through the data collected from 252 firm-channel partner dyads across automobile firms in India.

The proposed framework highlights three distinct dimensions of channel partners’ performance, i.e. output performance, the financial/other objective results; activity performance, the activities, behavior and process-compliance levels; and capability performance, the resources and capabilities of channel partners. An 18-item measurement scale is developed to measure the three proposed dimensions of channel partners’ performance.

The proposed framework conceptualizes the three key dimensions of channel partners’ performance that can assist firms in exercising a focussed approach to performance management in distribution channel relationships and other inter-firm contexts. This study contributes to the legitimacy and further development of research in the area.

The measurement scale provides valid and reliable items for a rigorous performance analyses of channel partners, both at the individual level as well as at the level of the distribution channel as a whole. These performance analyses have multiple applications, right from managing the day-to-day channel activities to steering the channel strategy.

The paper presents a multidimensional conceptual framework for performance evaluation of channel partners and provides a suitable instrument for operationalizing future empirical research in the area.

The purpose of this paper is to establish criteria for evaluating strategic partners in a network of logistics service providers (LSPs) to show how analytical network process (ANP) can be used to identify the weights of these criteria on a case-specific basis, and to investigate whether the ANP model can be used as a starting point to evaluate strategic partners for other LSP networks.

Based on a literature review of vertical cooperation, the authors develop an overview of criteria for the evaluation of partners in a network of LSPs. The authors then apply ANP at LSP1 to validate the criteria, identify weights for these criteria and to validate model outcomes. Furthermore, the authors investigate whether the ANP model developed for LSP1 can be applied to another LSP with similar characteristics (LSP2). In-depth interviews are used to draw conclusions on the modeling approach and the model outcomes.

The research shows that evaluation criteria for partners in vertical partnerships between shippers and LSPs are applicable to LSP partners in horizontal partnership networks. The ANP model with criteria weights provides a good starting point for LSPs to customize the evaluation framework according to their specific needs or operating environments.

Limited research is available on evaluating LSP partners in horizontal partnerships. To the best of the authors’ knowledge, this paper is the first to bring forward horizontal LSP partner evaluation criteria to develop an ANP model for LSP partner evaluation and to apply this to two cases, and to provide a starting point for evaluating partners in similar horizontal LSP networks.

The purpose of this paper is to develop a nuanced framework for evaluating a channel partner’s performance in distribution channel relationships. Given a channel partner’s task environment characteristics (high/low munificence, dynamism and complexity), the study examines which performance metrics (output, activity or capability) are most relevant for evaluating its performance levels effectively.

The study adopts self-administered cross-sectional survey-based research design. Matched data were collected from 252 channel partners – manager relationship dyads. The latent change score (LCS) model within SEM framework provides mean paired-differences of the relevance ratings for each metrics. This was used to assess the empirical validity of the hypothesized relationships.

The study demonstrates the importance of calibrating performance evaluation metrics to a channel partner’s task environment state, made possible by its holistic approach to performance evaluation. Based on an extensive analysis, it shows that no single metric is relevant within all environmental states; rather, it could be dysfunctional, a result that differs from vast majority of the literature.

Investigates individual linkages between task environment dimensions and performance metrics to provide a fuller understanding of these relationships. Also provides a theoretical framework to support further research on the topic.

The study provides managerial guidelines (and extensive graphical analysis) for nuanced and dynamic evaluation of channel partners’ performance that can enable firms to identify and promote their most valuable channel partners and prevent the deterioration of others.

First one to develop and empirically validate a nuanced framework for evaluating performance of exchange partners that operate under diverse task environment states.

The purpose of this paper is to examine how tension management as a means of achieving compromise and overcoming minor conflicts reduces the effects of the opportunism and bargaining costs of relationships on the evaluation of business partners. The paper proposes and tests a theoretical model with a full-information approach using structural equation modeling.

The data set was based on 312 observations from a unique survey based on a business-to-business relationship sample in Sweden. The measurements reflect the effects of partner opportunism, bargaining costs, and tension management on partner evaluations.

The findings corroborate that partner opportunism and bargaining costs have a negative impact on partner evaluation. In addition, the model shows that tension management weakens the negative effects of opportunism and bargaining costs on the evaluation.

This study offers evidence on how negative effects are reduced through intervening constructs. With most studies focusing on the positive side of relationships, this paper makes an important contribution to the literature through not only describing negative effects, but also how these can be decreased.

Examines the nature of the search process used by international firms in identifying trading partners in emerging markets, and to what extent systematic information collection on potential partners is likely to enhance the choice of satisfactory partners. The results, based on 46 Dutch companies, suggest that only a few companies have formal procedures to find trading partners and that they tend to depend on informal and personal contacts for information. A company’s involvement in export/import activities and entry strategy was found to have a positive influence on the actual selection of satisfactory partners. This was also true for formalization of the search process, company size, a more extensive partner‐evaluation and prior research experience with finding trading partners. Proactiveness/breadth of search was not found to have a significant positive effect, and depth of search even happened to be negatively correlated with successful partner selection. Finally, the results did not support modeling searching for importing and exporting relationships separately.

The aim of this study is to (1) construct a standard framework for assessing the capability of bioenergy enterprises' digital green innovation partners; (2) quantify the choice of partners for digital green innovation by bioenergy enterprises; (3) propose based on a dual combination empowerment niche digital green innovation field model.

Fuzzy set theory is combined into field theory to investigate resource complementarity. The successful application of the model to a real case illustrates how the model can be used to address the problem of digital green innovation partner selection. Finally, the standard framework and digital green innovation field model can be applied to the practical partner selection of bioenergy enterprises.

Digital green innovation technology of superposition of complementarity, mutual trust and resources makes the digital green innovation knowledge from partners to biofuels in the enterprise. The index rating system included eight target layers: digital technology innovation level, bioenergy technology innovation level, bioenergy green level, aggregated digital green innovation resource level, bioenergy technology market development ability, co-operation mutual trust and cooperation aggregation degree.

This study helps to (1) construct the evaluation standard framework of digital green innovation capability based on the dual combination empowerment theory; (2) develop a new digital green innovation domain model for bioenergy enterprises to select digital green innovation partners; (3) assist bioenergy enterprises in implementing digital green innovation practices.

The purpose of this paper is to investigate the partner selection/evaluation processes in established distribution channels (DCs) and the role played by control systems (CS) over major changes in the internal complexity and the external uncertainty of the distribution network.

The research is based on a longitudinal case study of a manufacturing firm and its outsourced DC.

Over time, the manufacturer's market-focused strategy provoked the adoption through CS of more objective and formal selection processes. It was very clear in this case that while the growth of internal complexity indeed required changes towards formalisation, only the rapidly increasing environmental uncertainty in the 1990s required significantly more elaborate CS to evaluate partners.

Original longitudinal case – limitations typical for such design of study, e.g. not possible to expand the findings out of company type and historical periods.

The process of selecting partners, because it is ongoing, requires a formal and active involvement from CS; no CS are indefinitely stable but must be developed whenever significant internal or environmental changes occur. The changes to counter internal complexity seem less elaborate than the changes required by external uncertainty.

Original longitudinal case illustrates the screening and signalling mechanisms used by both parties to provide information to each other in three different internal complexity/environmental uncertainty scenarios.

The purpose of this paper is to present a four‐phase dynamic feedback model for supply partner selection in agile supply chains (ASCs). ASCs are commonly used as a response to increasingly dynamic markets. However, partner selection in ASCs is inherently more complex and difficult under conditions of uncertainty and ambiguity as supply chains form and re‐form.

The model draws on both quantitative and qualitative techniques, including the Dempster‐Shafer and optimisation theories, radial basis function artificial neural networks (RBF‐ANN), analytic network process‐mixed integer multi‐objective programming (ANP‐MIMOP), Kraljic's supplier classification matrix and principles of continuous improvement. It incorporates modern computer programming techniques to overcome the information processing difficulties inherent in selecting from amongst large numbers of potential suppliers against multiple criteria in conditions of uncertainty.

The model enables decision makers to make efficient and effective use of the vastly increased amount of data that is available in today's information‐driven society and it offers a comprehensive, systematic and rigorous approach to a complex problem.

The model has two main drawbacks. First, practitioners may find it difficult to match supplier evaluation criteria with the strategic objectives for an ASC. Second, they may perceive the model to be too complex for use when speed is of the essence.

The main contribution of this paper is that, for the first time, it draws together work from previous articles that have described each of the four stages of the model in detail to present a comprehensive overview of the model.

The chapter seeks to address a current gap in the literature: envisioning and justifying community outreach projects and turning such insights into best practices for managing such projects. Drawing heavily on informational interviews, the article highlights the importance of defining shared missions and strategic plans, identifying partners, researching needs and expectations, building trust and partnerships, setting and fulfilling communication expectations, offering tangible benefits to the partner, and evaluating outcomes. While focused on health sciences librarians and their community partners, these practices are broadly applicable to many library outreach programs and can enhance credibility, approaches, and impact, while increasing funding opportunities and users while creating sustainable collaborations.