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This paper aims to identify critical factors that influence small and medium-sized enterprise (SME) suppliers’ involvement in their customers’ product development and contrast these with the factors identified from the customer perspective.

A multiple case study approach was used, including four companies. Data were collected through 32 semi-structured interviews, six workshops and documents.

A model is presented that merges this study’s nine identified critical factors with seven critical factors from the customer perspective. The model provides a dual perspective of supplier involvement in product development, wherein the supplier and customer perspectives are concurrently addressed. Some factors are unique for the supplier, but several mirror those on the customer side.

The study is based on data from SME suppliers in Northern Europe. As it is expected that SME companies are more constrained by limited resources, future studies could study critical factors at larger suppliers.

Customers and suppliers having insights about the critical factors can provide better conditions for product development for the other actor; for example, when evaluating customer–supplier integration.

The presented model of critical factors provides a more nuanced picture of supplier involvement in product development as prior research has been biased toward the customer perspective. This study emphasizes the importance of contextual information that has been unnoticed in the literature.

Supply chain management is an increasingly important organizational concern, and proper management of supplier relationships constitutes one essential element of supply chain success. However, there is little empirical research that has tested the effect of supplier development on performance. The main objective is to analyze the effect of supplier development practices with different levels of implementation complexity on the firm's purchasing performance.

Three supplier development constructs were defined: basic supplier development, moderate supplier development, and advanced supplier development. Three structural models were hypothesized and tested using structural equation modeling through field research on a sample of 306 manufacturing companies in Spain.

Identified important interrelationships among the various supplier development practices, basic, moderate, and advanced. Also indicated that the implementation of supplier development practices significantly contributes to the prediction of purchasing performance.

The use of a single key informant could be seen as a potential limitation of the study. The study was a cross‐sectional and descriptive sample of the manufacturing industry at a given point in time. A more stringent test of the relationships between the different levels of supplier development and performance requires a longitudinal study, or field experiment.

This study focused on supplier development practices and revealed how involving suppliers in supplier development activities is important and may help buyers to increase their purchasing performance. The findings from the structural analysis should provide practicing managers with insights on how these practices and their benefits are related in terms of purchasing performance, thus affecting their ability to make better sourcing decisions.

Fills an important gap in the purchasing literature with respect to the area of supplier development. While there is much written about supplier development based on conceptual and case study research, this study is unique in that it is the first attempt to empirically model the relationships between different levels of supplier development and their impact on purchasing performance using a comprehensive set of practices.

The purpose of this paper is to extend our understanding of the importance of supplier dependence on the buyer's firm and its relationship to supplier training and supplier involvement in product development with respect to the supplier's performance.

A random sample of 231 firms provided the data that were analyzed for this study. Using structural equation modeling, a sub‐set of the sample consisting of 166 manufacturing firms was used to test the five hypothesized relationships in the model.

The main findings indicate that supplier dependence is a significant contributor to increasing supplier participation in buyer supported training and increasing supplier involvement in product development. Also, supplier training and supplier involvement are significant contributors to the supplier's operational performance.

The model tested in this study used a random sample of US manufacturing firms. Thus, future studies should include a random sample of non‐manufacturing firms and firms outside of the USA. The study explored the buyer's perspective only; a study of suppliers may provide further insights to extend this study. Although the use of supplier training was relatively low, significant relationships were identified.

Based on this research, key suppliers can better understand the relationships among supplier dependence, supplier training, supplier involvement in product development and their effects on supplier's operational performance.

Although supplier development has emerged in previously published studies as a critical factor in improving performance, the role of supplier dependence on the buyer has not been empirically examined. Further, an integrated research model that investigates the relationships among supplier dependence, supplier training, supplier involvement in product development and supplier's operational performance has not been offered.

This paper aims to investigate the concept of inter‐organisational supplier development programs and to stress the importance of considering suppliers' interest and motivation when implementing development initiatives.

This paper's theoretical framework is based on an in‐depth literature review that analyses how extant supplier development literature considers an inter‐organisational approach. A single case study of eight inter‐organisational relationships is also included.

The literature review reveals a lack of focus on inter‐organisational approaches to supplier development, even though the literature mentions it as a missing theme. Customer attractiveness is presented as one approach that takes supplier view and motivation into consideration. This idea is supported by the case study, which indicates that supplier performance is influenced by perceived customer attractiveness.

This paper is based on only a single case study and does not provide the basis for statistical generalisation. A theory on customer attractiveness is under development, and the analysis presented here is based on the theoretical findings.

Because suppliers can have their own strategic agendas, such as prioritising developments with the most attractive customers, buyers should consider suppliers' perspectives and motivations when analysing and implementing supplier development programs.

This paper is among the first to focus on the importance of viewing both parties' interest in a buyer‐supplier relationship when implementing supplier development initiatives. The concept of customer attractiveness as an inter‐organisational approach represents a valuable addition to supplier development literature.

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.

The purpose of this paper is to present an approach to identify and rank the criteria used for the supplier development using interpretative structural modeling (ISM).

The paper develops a framework to analyze the interactions among the criteria such as competitive pressure, evaluation and certification system, incentives, supplier development programs, inter‐organizational communication, buyer‐supplier relationship, supplier commitment, supplier performance, asset specificity, joint action, trust, long‐term strategic goals, top management support, purchasing performance, and supplier strategic objective for the supplier development using ISM. The developed framework is illustrated using a case study taken in an automobile firm.

The paper contributes to research in supply chain management (SCM) and particularly in supplier development. Research in the area of SCM has intensified in recent years for a number of reasons. Managers have now realized that actions taken by one member of the chain can influence the responsiveness, efficiency and profitability of the complete supply chain. Firms are increasingly thinking in terms of competing as part of a supply chain against other supply chains, rather than as a single firm against other individual firms.

Since the proposed framework is applied for only a single company, further studies can be done using the same framework for several companies in India. This will provide a better understanding of how the variables that influence supplier development are affected in different types of industry.

Managers can use the proposed framework to develop better relationships with suppliers and to create management responses that influence and improve their relationships with them.

This paper uses 15 criteria to propose a framework for the supplier development and also finds the interactions between the criteria which influence the most and the least to improve the relationship with the suppliers.

The purpose of this paper is to evaluate the effects of supplier development programs on the short‐term performance of suppliers and the more long‐term development of their capabilities given the relational learning context of the dyad.

Data were collected through a survey of strategic suppliers from original equipment manufacturers of the automotive industry located in Mexico.

Results suggest that basic and widely used forms of supplier development hardly lead to improved operational and financial performance of suppliers. More demanding and less frequently used forms of supplier development may lead to improved supplier performance given the suppliers have sufficient absorptive capacity and the presence of an adequate collaborative and relational learning context.

Only suppliers of firms in the automotive industry were surveyed; participant suppliers were referred by buying firms operating in Mexico.

When designing supplier development activities, buying firms need to take into consideration that high involvement and investment on supplier development activities is required when their goal is to improve the supplier base.

Governments organizing supplier development programs should consider the importance of promoting knowledge transfer activities above evaluation and feedback to assure the success of their efforts to develop the national supply industry.

The value of supplier development programs is explored in this paper, taking into account the efforts of the buying firms to transfer knowledge and the moderating effect of the relational and learning context. Relevant recommendations for the design of such programs to buyers, suppliers and government are discussed.

Toyota's management system, more formally known as the Toyota production system (TPS) is one of the most benchmarked business improvement strategies in modern industry. While many companies try to emulate Toyota's success using a variety of different approaches, most practitioners are not aware how Toyota replicates TPS at suppliers. The purpose of this paper is to investigate the in‐house capabilities that are transferred from Toyota to suppliers as a way to more deeply understand how TPS can evolve.

This work studies Toyota's supplier development practices by evaluating organizational documents using latent semantic analysis (LSA). LSA is a theory and method for extracting and representing the contextual‐usage and meaning of words and phrases by statistical computation applied to text. LSA is based on singular value decomposition (SVD), which is a mathematical matrix decomposition technique using factor analysis.

This work shows that Toyota targets processes, rather than whole systems, in assisting suppliers to be more effective at abnormality management. Findings also show that Toyota's approval process doesn't necessarily support major kaizen at suppliers yet does encourage minor day‐to‐day kaizen. Finally, this work reports that the Toyota Way for suppliers does not have to be adopted by suppliers, but does represent “A Way” to interact with suppliers to drive both culture and productivity simultaneously.

The paper uses a new method for analyzing Toyota's supplier development practices by mathematically representing and analyzing Toyota's organizational documents. This new method allows various components and features of Toyota's supplier development process to be represented and described in a way that offers many unique insights.

This purpose of this paper is to introduce strategic purchasing (SP) and supplier development (SD) as constructs that could have the potential to contribute to the success of relationship marketing efforts. Based on the relational view of the firm, the authors propose that SP is an antecedent of SD practices and can create value for the buying firm in terms of better purchasing performance.

Hypotheses derived from the key features of SP and SD practices are tested using structural equation modeling through field research on a sample of 306 manufacturing companies in Spain.

Findings from this study indicate that there is significant evidence to support the hypothesized model in which SP exerts a direct influence on SD practices and purchasing performance, as well as an indirect impact on purchasing performance mediated through SD.

Further research is necessary to increase our understanding of a buyer's strategic purchasing and supplier development practices and more specifically how suppliers could develop a supporting environment to facilitate the strategic alignment of these two concepts. The limitations of the survey are also discussed.

The findings from this study provide supplying firms with an understanding of how buying firms use SD to deploy their SP initiatives in order to achieve improvements in purchasing performance.

While there is some literature analyzing SP and the implications for buyer‐supplier relationships, the relationship between SP and SD practices and their effect on purchasing performance has not been yet analyzed.

Existing earlier supplier involvement (ESI) models mostly emphasize the product development perspective with limited attention to the process development dimension. Towards this end, this paper aims at a tailored framework for semiconductor manufacturing firms by taking into account the implementation of ESI in process development as well as product development.

A number of well‐recognized propositions are examined through a case study of MIC Semiconductors Asia. Based on observations from the case study, the problems of existing frameworks are analyzed and accordingly possible solutions are explored.

The case study reveals the importance of process development in ESI implementation. It is imperative to build up on some fundamentals of the company before ESI can be carried out successfully. Also observed is that the effectiveness of a supplier selection criterion should be gauged from the performance of the suppliers. It is also found out what type of relationships with suppliers are favorable to ESI, regardless whether the length of the relationship can be translated to trust in technical capability in practice.

Examining existing ESI models through a real case study sheds light on the practical application of ESI. In particular, the semiconductor manufacturing process is emphasized in addition to the general ESI focus on product development.