High Performance Supplier Relationship Strategies



ISM's 92nd Annual International Supply Management Conference

Las Vegas, NV
May 2007

Author(s):

Robert M. Monczka Ph.D., C.P.M., Dir, Strat Srcing & Supply Chain Strategy Research, CAPS Research, Distinguished Research, Supply Chain Management, W.P. Carey School of Business, Arizona State University

Thomas Y. Choi, Ph.D., Professor of Supply Chain Management, John G. and Barbara A. Bebbling Professor in Business, Doctoral Program Coordinator, Faculty Director of Global SCM, Certificate Program W.P. Carey School of Business, Arizona State University

Firms have been achieving significant supply performance results through a combination of strategic sourcing, volume aggregation, low-cost economy sourcing and e-auction strategies. However, firms are now also recognizing the importance of deep relationships with important suppliers to gain additional value. To provide insights into how these deep supplier relationships are formed and implemented, research was conducted with a number of leading worldwide firms. This presentation focuses on the supplier relationship strategies, practices and behaviors being used to achieve additional high performance results. The discussion includes key enablers and critical implementation issues.

Sponsored by CAPS Research