I'm your man: How suppliers gain strategic status in buying companies

Journal of Purchasing and Supply Management

Volumn 22, Issue 2, 2016, Pages 72-81

  Andersen, Poul Houman ^a,b   Ellegaard, Chris ^c   Kragh, Hanne ^c  

^a AALBORG UNIVERSITY   (Denmark)

^b NORWEGIAN UNIVERSITY OF SCIENCE AND TECHNOLOGY   (Norway)

^c AARHUS UNIVERSITY   (Denmark)

Author keywords

Organisational decision making; Status; Supplier classification; Supplier relationship development

Indexed keywords

EID: 84951129343     PISSN: 14784092     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.pursup.2015.09.001     Document Type: Article

References (64)

1. Andersen P.H., Drejer I. Together we share? Competitive and collaborative supplier interests in product development. Technovation 2009, 29(10):690-703.
2. Argyres N.S. The impact of information technology on coordination: evidence from the B-2 "Stealth" bomber. Organ. Sci. 1999, 10(2):162-180.
3. Bakker E.F., Kamann D.J.F. Perception and social factors as influencing supply management: a research agenda. J. Purch. Supply Manag. 2007, 13(4):304-316.
4. Benjamin B.A., Podolny J.M. Status, quality, and social order in the California wine industry. Adm. Sci. Q. 1999, 44(3):563-589.
5. Bothner M.S., Podolny J.M., Smith E.B. Organizing contests for status: the Matthew effect vs. the Mark effect. Manag. Sci. 2011, 57(3):439-457.
6. Campbell D.T. III."Degrees of freedom" and the case study. Comp. Political Stud. 1975, 8(2):178-193.
7. Castellucci F., Ertug G. What's in it for them? Advantages of higher-status partners in exchange relationships. Acad. Manag. J. 2010, 53(1):149-166.
8. Chai J., Liu J.N., Ngai E.W. Application of decision-making techniques in supplier selection: a systematic review of literature. Expert Syst. Appl. 2013, 40(10):3872-3885.
9. Ciborra C.U. The platform organization: recombining strategies, structures, and surprises. Organ. Sci. 1996, 7(2):103-118.
10. Czinkota M., Kaufmann H.R., Basile G. The relationship between legitimacy, reputation, sustainability and branding for companies and their supply chains. Ind. Mark. Manag. 2014, 43(1):91-101.
11. Daft R.L., Weick K.E. Toward a model of organizations as interpretation systems. Acad. Manag. Rev. 1984, 9(2):284-295.
12. Day M., Magnan G.M., Moeller M.M. Evaluating the bases of supplier segmentation: a review and taxonomy. Ind. Mark. Manag. 2010, 39(4):625-639.
13. De Boer L., Labro E., Morlacchi P. A review of methods supporting supplier selection. Eur. J. Purch. Supply Manag. 2001, 7(2):75-89.
14. Dempsey W.A. Vendor selection and the buying process. Ind. Mark. Manag. 1978, 7(4):257-267.
15. Dubois A., Pedersen A.C. Why relationships do not fit into purchasing portfolio models - a comparison between the portfolio and industrial network approaches. Eur. J. Purch. Supply Manag. 2002, 8(1):35-42.
16. Dubois A., Araujo L. Case research in purchasing and supply management: opportunities and challenges. J. Purch. Supply Manag. 2007, 13(3):170-181.
17. Dyer J.H., Cho D.S., Chu W. Strategic supplier segmentation: the next best practice in supply chain management. Calif. Manag. Rev. 1998, 49(2):57-77.
18. Eisenhardt K.M., Piezunka H. Complexity theory and corporate strategy. The SAGE Handbook of Complexity and Management 2011, 506-523. P. Allen, S. Maguire, B. KcKelvey (Eds.).
19. Gadde L.E., Snehota I. Making the most of supplier relationships. Ind. Mark. Manag. 2000, 29(4):305-316.
20. Gelderman C.J., Van Weele A.J. Purchasing portfolio models: a critique and update. J. Supply Chain Manag. 2005, 41(3):19-28.
21. Gioia D.A., Chittipeddi K. Sensemaking and sensegiving in strategic change initiation. Strateg. Manag. J. 1991, 12(6):433-448.
22. Goebel D.J., Marshall G.W., Locander W.B. Enhancing purchasing's strategic reputation: evidence recommendations for future research. J. Supply Chain Manag. 2003, 39(1):4-14.
23. Gould R.V. The origins of status hierarchies: a formal theory and empirical Test1. Am. J. Sociol. 2002, 107(5):1143-1178.
24. Håkansson H., Johanson J., Wootz B. Influence tactics in buyer-seller processes. Ind. Mark. Manag. 1976, 5(6):319-332.
25. Hald K.S., Ellegaard C. Supplier evaluation processes - the shaping and re-shaping of supplier performance. Int. J. Oper. Prod. Manag. 2011, 31(8):888-910.
26. Harrison D., Kjellberg H. Segmenting a market in the making: industrial market segmentation as construction. Ind. Mark. Manag. 2010, 39:784-792.
27. Janis I.L. Groupthink. Psychol. Today 1971, 5(6):43-46.
28. Kamann D.J.F., Bakker E.F. Changing supplier selection and relationship practices: a contagion process. J. Purch. Supply Manag. 2004, 10(2):55-64.
29. Kauffman R.G., Popkowski P.T. An optimization approach to business buyer choice sets: how many suppliers should be included?. Ind. Mark. Manag. 2005, 34(1):3-12.
30. Kelley H.H., Thibaut J.W. The Social Psychology of Groups 1959, John Wiley and Sons, New York.
31. Kor Y.Y., Mesko A. Dynamic managerial capabilities: configuration and orchestration of top executives' capabilities and the firm's dominant logic. Strateg. Manag. J. 2013, 34(2):233-244.
32. Kumar Kar A., K.Pani A. Exploring the importance of different supplier selection criteria. Manag. Res. Rev. 2014, 37(1):89-105.
33. Kvale S., Brinkman S. Interviews: Learning the Craft of Qualitative Research Interviewing 2009, Sage, London.
34. Langley A. Strategies for theorizing from process data. Acad. Manag. Rev. 1999, 24:691-710.
35. Leek S., Mason K. The utilisation of network pictures to examine a company's employees' perceptions of a supplier relationship. Ind. Mark. Manag. 2010, 39(3):400-412.
36. Levina N., Vaast E. The emergence of boundary spanning competence in practice: implications for implementation and use of information systems. MIS Q. 2005, 29:335-363.
37. Lienland B., Baumgartner A., Knubben E. The undervaluation of corporate reputation as a supplier selection factor: an analysis of ingredient branding of complex products in the manufacturing industry. J. Purch. Supply Manag. 2013, 19(2):84-97.
38. Liesch P.W., Buckley P.J. Organizing the modern firm in the worldwide market for market transactions. Manag. Int. Rev. 2012, 52(1):3-21.
39. Liu F.-H.F., Hai H.L. The voting analytic hierarchy process method for selecting supplier. Int. J. Prod. Econ. 2005, 97(3):308-317.
40. Maitlis S. The social processes of organizational sensemaking. Acad. Manag. J. 2005, 48(1):21-49.
41. March J.G. Primer on Decision Making: How Decisions Happen 1994, Simon and Schuster, New York.
42. Merton R.K. Social theory and Social Structure 1968, Simon and Schuster, New York.
43. Miles M.B., Huberman A.M. Qualitative Data analysis: An Expanded Sourcebook 1994, Sage, Thousand Oaks, CA.
44. Mota J., de Castro L.M. Relationship portfolios and capability development: cases from the moulds industry. J. Purch. Supply Manag. 2005, 11(1):42-54.
45. Munroe, P.T., 2007. Deference. In: Ritzer, G. (Ed.), Blackwell Encyclopaedia of Sociology (accessed 20.05.15.).
46. Nollet J., Ponce S., Campbell M. About "strategy" and "strategies" in supply management. J. Purch. Supply Manag. 2005, 11(2):129-140.
47. Norris D.G. Ingredient branding: a strategy option with multiple beneficiaries. J. Consum. Mark. 1992, 9(3):19-31.
48. Olsen R., Ellram L. A portfolio approach to supplier relationships. Ind. Mark. Manag. 1997, 26(2):101-113.
49. Pagell M., Wu Z., Wasserman M.E. Thinking differently about purchasing portfolios: an assessment of sustainable sourcing. J. Supply Chain Manag. 2010, 46(1):57-73.
50. Pardo C., Missirilian O., Portier P., Salle R. Barriers to the "key supplierization" of the firm. Ind. Mark. Manag. 2011, 40(6):853-861.
51. Pisano V., Hitt M.A. What is competitive strategy? Origins and developments of a relevant research area in strategic management. Handbook of Research on Competitive Strategy 2012, 21. Edward-Elgar Publishing. G. Battista (Ed.).
52. Podolny J.M., Phillips D.J. The dynamics of organizational status. Ind. Corp. Change 1996, 5(2):453-471.
53. Reuter C., Goebel P., Foerstl K. The impact of stakeholder orientation on sustainability and cost prevalence in supplier selection decisions. J. Purch. Supply Manag. 2012, 18:270-281.
54. Roy S. OK you are now an approved supplier-but you still do not get orders: Understanding the case of the P-card. Ind. Mark. Manag. 2003, 32(7):605-613.
55. Sauder M., Lynn F., Podolny J.M. Status: insights from organizational sociology. Annu. Rev. Sociol. 2012, 38:267-283.
56. Sausen K., Tomczak T., Herrmann A. Development of a taxonomy of strategic market segmentation: a framework for bridging the implementation gap between normative segmentation and business practice. J. Strateg. Mark. 2005, 13:151-173.
57. Schiele H. Accessing supplier innovation by being their preferred customer. Res. Technol. Manag. 2012, 55:44-50.
58. Schneider L., Wallenburg C.M. Implementing sustainable sourcing-does purchasing need to change?. J. Purch. Supply Manag. 2012, 18(4):243-257.
59. Vaara E. Taking the linguistic turn seriously: strategy as a multifaceted and interdiscursive phenomenon. Adv. Strateg. Manag. 2010, 27(1):29-50.
60. Van de Ven A.H. Engaged scholarship: a guide for organizational and social research 2007, Oxford University Press, Oxford.
61. Van Echtelt F.E.A., Wynstra F., Van Weele A.J., Duysters G. Managing supplier involvement in new product development: a multiple-case study. J. Prod. Innov. Manag. 2008, 25:180-201.
62. Weele A.J., Raaij E.M. The future of purchasing and supply management research: about relevance and rigor. J. Supply Chain Manag. 2014, 50(1):56-72.
63. Weick K.E. Sensemaking in Organizations 1995, Sage Publications, Thousand Oaks, California.
64. Yin R.K. Case Study Research: Design and Methods 2009, Sage Publications, USA.