Mobilising supplier resources by being an attractive customer: Relevance, status and future research directions

Niels J. Pulles*, Chris Ellegaard, Holger Schiele, Hanne Kragh

*Corresponding author for this work

    Research output: Contribution to journalEditorialAcademicpeer-review

    14 Citations (Scopus)


    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.

    Original languageEnglish
    Article number100539
    JournalJournal of purchasing and supply management
    Issue number3
    Publication statusPublished - 8 Jun 2019


    • Customer attractiveness
    • Strategic supply management
    • Supplier resource mobilisation

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