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Market-driving strategy implementation through global supplier relationships

Elg, Ulf LU ; Deligonul, Seyda Z.; Ghauri, Pervez N.; Danis, Wade and Tarnovskaya, Veronika LU (2012) In Industrial Marketing Management 41(6). p.919-928
Abstract
The global supplier network is becoming an increasingly important asset for many firms. If successfully managed, supplier relationships may support the firm's strategic orientation and become a sustainable advantage on the global market. A key question is thus how the firm can develop and maintain such relationships. The market-driving strategy has recently been advanced as a more pro-active type of market orientation that aims to reconfigure the supply chain, change the nature of competition and the values of the customers. We especially investigate how market-driving firms can develop their supplier relationships so that they actively support this strategy. We present a set of propositions that specify factors critical for the... (More)
The global supplier network is becoming an increasingly important asset for many firms. If successfully managed, supplier relationships may support the firm's strategic orientation and become a sustainable advantage on the global market. A key question is thus how the firm can develop and maintain such relationships. The market-driving strategy has recently been advanced as a more pro-active type of market orientation that aims to reconfigure the supply chain, change the nature of competition and the values of the customers. We especially investigate how market-driving firms can develop their supplier relationships so that they actively support this strategy. We present a set of propositions that specify factors critical for the development of the market-driving firm's supplier relationships and develop a theoretical framework that specifies how these different factors interact in order to strengthen the market-driving orientation of a supplier relationship. The results are generated from an in-depth case study of IKEA's corporate supplier strategy and of supplier relationships in the Russian and Polish markets. (C) 2011 Elsevier Inc. All rights reserved. (Less)
Please use this url to cite or link to this publication:
author
organization
publishing date
type
Contribution to journal
publication status
published
subject
keywords
Market driving, Supplier relationships, Competitive advantage, Global, strategy
in
Industrial Marketing Management
volume
41
issue
6
pages
919 - 928
publisher
Elsevier
external identifiers
  • wos:000310048900004
  • scopus:84866399491
ISSN
0019-8501
DOI
10.1016/j.indmarman.2011.11.001
language
English
LU publication?
yes
id
ac8d0e68-1d3e-420b-8c87-6d571ab6ddd5 (old id 3287935)
date added to LUP
2012-12-19 11:36:17
date last changed
2017-10-22 04:26:21
@article{ac8d0e68-1d3e-420b-8c87-6d571ab6ddd5,
  abstract     = {The global supplier network is becoming an increasingly important asset for many firms. If successfully managed, supplier relationships may support the firm's strategic orientation and become a sustainable advantage on the global market. A key question is thus how the firm can develop and maintain such relationships. The market-driving strategy has recently been advanced as a more pro-active type of market orientation that aims to reconfigure the supply chain, change the nature of competition and the values of the customers. We especially investigate how market-driving firms can develop their supplier relationships so that they actively support this strategy. We present a set of propositions that specify factors critical for the development of the market-driving firm's supplier relationships and develop a theoretical framework that specifies how these different factors interact in order to strengthen the market-driving orientation of a supplier relationship. The results are generated from an in-depth case study of IKEA's corporate supplier strategy and of supplier relationships in the Russian and Polish markets. (C) 2011 Elsevier Inc. All rights reserved.},
  author       = {Elg, Ulf and Deligonul, Seyda Z. and Ghauri, Pervez N. and Danis, Wade and Tarnovskaya, Veronika},
  issn         = {0019-8501},
  keyword      = {Market driving,Supplier relationships,Competitive advantage,Global,strategy},
  language     = {eng},
  number       = {6},
  pages        = {919--928},
  publisher    = {Elsevier},
  series       = {Industrial Marketing Management},
  title        = {Market-driving strategy implementation through global supplier relationships},
  url          = {http://dx.doi.org/10.1016/j.indmarman.2011.11.001},
  volume       = {41},
  year         = {2012},
}