Strategic and operational determinants of relationship outcomes with new venture suppliers

Zaremba, Boris W. ; Bode, Christoph ; Wagner, Stephan M.

Document Type: Article
Year of publication: 2016
The title of a journal, publication series: Journal of Business Logistics : JBL
Volume: 37
Issue number: 2
Page range: 152-167
Place of publication: Hoboken, NJ [u.a.]
Publishing house: Wiley-Blackwell
ISSN: 0735-3766 , 2158-1592
Publication language: English
Institution: Business School > Stiftungslehrstuhl für Procurement (Bode 2014-)
Subject: 650 Management
Keywords (English): competitive priorities , entrepreneurship , new ventures , supplier development , survey
Abstract: While the vast majority of the supplier selection and development literature has focused on relationships between mature, established firms, significantly less attention has been paid to relationships between established firms and new, entrepreneurial ventures. This study addresses this important topic and, using an interdisciplinary lens, investigates the question of how established buying firms can work with new ventures to achieve desired relationship outcomes. Drawing on the literature from the disciplines of entrepreneurship and supply chain management, we propose a theoretical model that links buying firms' strategic orientation in supplier selection (innovation and cost in strategic supplier selection) and operational approach in supplier development (direct and indirect development of new venture suppliers) with new venture-specific relationship outcomes (purchasing volume and realized innovations). The model's predictions are tested on cross-sectional survey data from 136 buying firms. Our results contribute to the emerging research stream at the supply chain management–entrepreneurship interface and enhance the understanding of relationships between established firms and new ventures.

Dieser Eintrag ist Teil der Universitätsbibliographie.

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