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The effects of supplier awards on the relationship of buyer and supplier: a multiple-case study of winners and non-winners

Akdemir, O.A. (2017) The effects of supplier awards on the relationship of buyer and supplier: a multiple-case study of winners and non-winners.

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Abstract:Purpose – This paper aims to provide an overview of the effects of supplier awards in buyer-supplier relationships. Supplier awards are used by a lot of corporations as a management tool. Yet, little is known about the effects of these awards in the area of Supply Management. The paper explores these effects and gives the Dutch Railways advice on how an award program can be of value in supplier development. Design/methodology/approach – The study uses a multi-case interview methodology to explore what kind of effects occurred after a supplier award program. The author interviewed managers and executive level respondents. There were 4 winning cases, 3 non-winner cases and 1 award issuer case. Findings – The paper demonstrates how supplier awards can lead to the allocation of preferred resourced through reciprocal behaviour. Furthermore, it can serve as a mechanism to stimulate the performance and motivation of both winners and non-winners. The status of an award issuing firm seems to have a moderating effect. Finally, the use of supplier award program can enhance buyer-supplier relationships in several areas. Research limitations/implications – The concept of supplier awards is relatively new. Consequently, not many cases could be found. The paper provides discussion and scope for future research into the area which would contribute to the field tremendously. Furthermore, cultural aspects are not taken into consideration. Practical implications – Although this paper gives advice specifically to the Dutch Railways, it can also be adapted by other high-status firms. Originality/value – There are very few papers regarding this topic, and this is one of the first studies conducted to highlight the effects and influence of awards in supplier development context. Important note – This paper is written in collaboration with Paul Iding, who has covered the same topic for his own Master’s thesis. As a consequence, overlap in the literature review and methodology sections can be expected. On a final note, this collaboration was under the strict supervision of dr. Pulles.
Item Type:Essay (Master)
The Dutch Railways, Utrecht, The Netherlands
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:85 business administration, organizational science
Programme:Business Administration MSc (60644)
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