TY - JOUR
T1 - Mobilising supplier resources by being an attractive customer
T2 - Relevance, status and future research directions
AU - Pulles, Niels J.
AU - Ellegaard, Chris
AU - Schiele, Holger
AU - Kragh, Hanne
PY - 2019/6/8
Y1 - 2019/6/8
N2 - For buying companies, supplier resource mobilisation is an essential process in gaining and sustaining preferential access to supplier resources. This editorial provides insights into the processes of supplier resource mobilisation and introduces three empirical studies on supplier resource mobilisation. We first introduce the supplier resource mobilisation cycle. This cycle may serve as a roadmap for purchasing and supply management (PSM) practitioners seeking to improve access to supplier resources. In addition, this article informs PSM scholars about the status of the supplier resource mobilisation literature and proposes avenues for future research. The cycle includes six stages: (1) becoming an attractive customer, (2) segmenting suppliers, (3) generating supplier satisfaction, (4) becoming a preferred customer, (5) engaging in supplier-oriented actions, and (6) integrating supplier resources. Finally, we introduce the articles in this issue that each examine a different stage of the supplier resource mobilisation process.
AB - For buying companies, supplier resource mobilisation is an essential process in gaining and sustaining preferential access to supplier resources. This editorial provides insights into the processes of supplier resource mobilisation and introduces three empirical studies on supplier resource mobilisation. We first introduce the supplier resource mobilisation cycle. This cycle may serve as a roadmap for purchasing and supply management (PSM) practitioners seeking to improve access to supplier resources. In addition, this article informs PSM scholars about the status of the supplier resource mobilisation literature and proposes avenues for future research. The cycle includes six stages: (1) becoming an attractive customer, (2) segmenting suppliers, (3) generating supplier satisfaction, (4) becoming a preferred customer, (5) engaging in supplier-oriented actions, and (6) integrating supplier resources. Finally, we introduce the articles in this issue that each examine a different stage of the supplier resource mobilisation process.
KW - Customer attractiveness
KW - Strategic supply management
KW - Supplier resource mobilisation
UR - http://www.scopus.com/inward/record.url?scp=85067823204&partnerID=8YFLogxK
U2 - 10.1016/j.pursup.2019.100539
DO - 10.1016/j.pursup.2019.100539
M3 - Editorial
AN - SCOPUS:85067823204
SN - 1478-4092
VL - 25
JO - Journal of purchasing and supply management
JF - Journal of purchasing and supply management
IS - 3
M1 - 100539
ER -