Buyer and supplier attractiveness in a strategic relationship

A dyadic multiple-case study

Kari Tanskanen, Anna Aminoff

Research output: Contribution to journalArticleScientificpeer-review

23 Citations (Scopus)

Abstract

In a strategic buyer-supplier relationship (BSR), both the buyer and the supplier aim to leverage the relationship for gaining competitive advantage. Since strategic BSR requires a lot of effort from both parties, firms have become very selective in terms of with whom they engage in a strategic BSR. Therefore, both buyers and suppliers must shape their attractiveness in order to get the other party to put effort to the relationship. Towards this end, the present study explores the drivers of buyer and supplier attractiveness in strategic relationship through 43 interviews in six buyer-supplier dyads. We identified four main categories of both buyer and supplier attractiveness: 1) economic-based, 2) behavior-based, 3) resource-based, and 4) bridging-based attractiveness. We find economic- and behavior-based attractiveness strongly present in all dyads, while resource- and bridging-based attractiveness are emphasized when the strategic intent has more explorative elements and when the aim is to leverage the dyadic relationship in developing businesses outside the dyad. We synthesize our results to a model of attractiveness in a strategic BSR, which bring forth dyad considerations of buyer and supplier attraction.
Original languageEnglish
Pages (from-to)128-141
JournalIndustrial Marketing Management
Volume50
DOIs
Publication statusPublished - 2015
MoE publication typeA1 Journal article-refereed

Fingerprint

Buyers
Attractiveness
Multiple case study
Suppliers
Dyads
Buyer-supplier relationships
Economics
Leverage
Resources
Dyadic relationships
Attraction
Competitive advantage
Resource-based
Strategic intent

Keywords

  • dyadic multiple case study
  • supply chain management
  • attraction
  • buyer-supplier relationship

Cite this

@article{5d5f79efd5644fe088fd8d2e51acd660,
title = "Buyer and supplier attractiveness in a strategic relationship: A dyadic multiple-case study",
abstract = "In a strategic buyer-supplier relationship (BSR), both the buyer and the supplier aim to leverage the relationship for gaining competitive advantage. Since strategic BSR requires a lot of effort from both parties, firms have become very selective in terms of with whom they engage in a strategic BSR. Therefore, both buyers and suppliers must shape their attractiveness in order to get the other party to put effort to the relationship. Towards this end, the present study explores the drivers of buyer and supplier attractiveness in strategic relationship through 43 interviews in six buyer-supplier dyads. We identified four main categories of both buyer and supplier attractiveness: 1) economic-based, 2) behavior-based, 3) resource-based, and 4) bridging-based attractiveness. We find economic- and behavior-based attractiveness strongly present in all dyads, while resource- and bridging-based attractiveness are emphasized when the strategic intent has more explorative elements and when the aim is to leverage the dyadic relationship in developing businesses outside the dyad. We synthesize our results to a model of attractiveness in a strategic BSR, which bring forth dyad considerations of buyer and supplier attraction.",
keywords = "dyadic multiple case study, supply chain management, attraction, buyer-supplier relationship",
author = "Kari Tanskanen and Anna Aminoff",
year = "2015",
doi = "10.1016/j.indmarman.2015.04.011",
language = "English",
volume = "50",
pages = "128--141",
journal = "Industrial Marketing Management",
issn = "0019-8501",
publisher = "Elsevier",

}

Buyer and supplier attractiveness in a strategic relationship : A dyadic multiple-case study. / Tanskanen, Kari; Aminoff, Anna.

In: Industrial Marketing Management, Vol. 50, 2015, p. 128-141.

Research output: Contribution to journalArticleScientificpeer-review

TY - JOUR

T1 - Buyer and supplier attractiveness in a strategic relationship

T2 - A dyadic multiple-case study

AU - Tanskanen, Kari

AU - Aminoff, Anna

PY - 2015

Y1 - 2015

N2 - In a strategic buyer-supplier relationship (BSR), both the buyer and the supplier aim to leverage the relationship for gaining competitive advantage. Since strategic BSR requires a lot of effort from both parties, firms have become very selective in terms of with whom they engage in a strategic BSR. Therefore, both buyers and suppliers must shape their attractiveness in order to get the other party to put effort to the relationship. Towards this end, the present study explores the drivers of buyer and supplier attractiveness in strategic relationship through 43 interviews in six buyer-supplier dyads. We identified four main categories of both buyer and supplier attractiveness: 1) economic-based, 2) behavior-based, 3) resource-based, and 4) bridging-based attractiveness. We find economic- and behavior-based attractiveness strongly present in all dyads, while resource- and bridging-based attractiveness are emphasized when the strategic intent has more explorative elements and when the aim is to leverage the dyadic relationship in developing businesses outside the dyad. We synthesize our results to a model of attractiveness in a strategic BSR, which bring forth dyad considerations of buyer and supplier attraction.

AB - In a strategic buyer-supplier relationship (BSR), both the buyer and the supplier aim to leverage the relationship for gaining competitive advantage. Since strategic BSR requires a lot of effort from both parties, firms have become very selective in terms of with whom they engage in a strategic BSR. Therefore, both buyers and suppliers must shape their attractiveness in order to get the other party to put effort to the relationship. Towards this end, the present study explores the drivers of buyer and supplier attractiveness in strategic relationship through 43 interviews in six buyer-supplier dyads. We identified four main categories of both buyer and supplier attractiveness: 1) economic-based, 2) behavior-based, 3) resource-based, and 4) bridging-based attractiveness. We find economic- and behavior-based attractiveness strongly present in all dyads, while resource- and bridging-based attractiveness are emphasized when the strategic intent has more explorative elements and when the aim is to leverage the dyadic relationship in developing businesses outside the dyad. We synthesize our results to a model of attractiveness in a strategic BSR, which bring forth dyad considerations of buyer and supplier attraction.

KW - dyadic multiple case study

KW - supply chain management

KW - attraction

KW - buyer-supplier relationship

U2 - 10.1016/j.indmarman.2015.04.011

DO - 10.1016/j.indmarman.2015.04.011

M3 - Article

VL - 50

SP - 128

EP - 141

JO - Industrial Marketing Management

JF - Industrial Marketing Management

SN - 0019-8501

ER -