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Interaction capability development of smaller suppliers in relationships with larger customers

Author

Listed:
  • Rhona Johnsen

    (BU - Bournemouth University [Poole])

  • David Ford

Abstract

The purpose of this paper is to examine the interaction capabilities developed by smaller suppliers in relationships with larger customers. The contribution of the paper is the development and application of an interaction capability framework to evaluate the types of interaction capabilities developed by smaller suppliers that enable them to cope and better manage in relationships with larger customers. The paper reports on eight in-depth case studies comprising forty-eight interviews with smaller UK textile suppliers in relationships with larger customers. The findings identify the features of the smaller suppliers' interaction capability set comprising four elements: human interaction, technological interaction, managerial systems interaction and cultural interaction capability. The paper concludes by evaluating the lessons from the application of the interaction capability framework and highlighting how smaller suppliers can focus on the development of their interaction capability set to gain positioning advantages in their relationships with larger customers and offer superior customer value.

Suggested Citation

  • Rhona Johnsen & David Ford, 2006. "Interaction capability development of smaller suppliers in relationships with larger customers," Post-Print hal-00952864, HAL.
    • Handle: RePEc:hal:journl:hal-00952864
    DOI: 10.1016/j.indmarman.2006.05.005
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    Citations

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    Cited by:

    1. Leeza De Silva & Nihal Jayamaha & Elena Garnevska, 2023. "Sustainable Farmer Development for Agri-Food Supply Chains in Developing Countries," Sustainability, MDPI, vol. 15(20), pages 1-20, October.
    2. Xuanwei Zhao & Enjun Xia, 2016. "Research On The Operation Mechanism Of Network Crowdsourcing System And Constitutions Of Crowdsourcing Capability," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 20(07), pages 1-18, October.
    3. Gegužytė Gintarė & Bagdonienė Liudmila, 2021. "Value Co-Creation in Engineering Service Innovation: Resources and Capabilities Perspectives," Journal of Management and Business Administration. Central Europe, Sciendo, vol. 29(4), pages 91-123, December.
    4. Tan Zhongming & Tinashe Mangudhla & Reginald Masimba Mbona, 2020. "Civil Servant Borrowing Practices: A Determinant of Poverty in Zimbabwe," Business and Economic Research, Macrothink Institute, vol. 10(2), pages 270-289, June.
    5. Talay, Cagri & Oxborrow, Lynn & Brindley, Clare, 2020. "How small suppliers deal with the buyer power in asymmetric relationships within the sustainable fashion supply chain," Journal of Business Research, Elsevier, vol. 117(C), pages 604-614.
    6. Agustinus A. Toryanto & Hasyim, 2017. "Networking Quality and Trust in Professional Services," European Research Studies Journal, European Research Studies Journal, vol. 0(3A), pages 354-370.
    7. Haifeng Wang & Pengfei Han & Weishu Liu, 2018. "How to Improve Sustainable Competitive Advantage from the Distributor and the Supplier Networks: Evidence from the Paper-Making Industry in China," Sustainability, MDPI, vol. 10(6), pages 1-13, June.
    8. Claudimar Pereira da Veiga & Cassia Rita Pereira da Veiga & Mônica Maier Giacomini & Heitor Takashi Kato & Jansen Maia Del Corso, 2015. "Evolution of Capabilities in the Discovery Cycle of an Innovation in the Pharmaceutical Market," International Review of Management and Marketing, Econjournals, vol. 5(3), pages 141-153.
    9. Amer Rajput & Saqib Gulzar & Khurram Shafi, 2019. "Impact of Supplier Development on Supplier Performance: Mediating Role of Trust," Business & Economic Review, Institute of Management Sciences, Peshawar, Pakistan, vol. 11(2), pages 45-66, June.
    10. Márton Vilmányi & Erzsébet Hetesi, 2016. "The Effect of Dynamic Relationship Capabilities on B2B Lolyalty," Theory Methodology Practice (TMP), Faculty of Economics, University of Miskolc, vol. 12(01), pages 79-88.

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