Tag Archives: supplier relationships

Committed Americans and Trusting Germans

Obviously, selecting the right third-party logistics provider (3PL) for your supply chain is an important decision in supply chain risk management. Here, trust and commitment are two highly interrelated notions that stimulate and facilitate customer loyalty and a long-lasting buyer-supplier relationship that can contribute to mitigating logistics risks. However, customer (and supplier) loyalty is formed differently in different countries. That is at the core of Commitment and Trust as Drivers of Loyalty in Logistics Outsourcing Relationships: Cultural Differences Between the United States and Germany, written jointly by Carl Marcus Wallenburg, David L. Cahill, A. Michael Knemeyer, and Thomas J. Goldsby. Is 3PL outsourcing in Germany really that much different from 3PL outsourcing in the US?
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Blog Review: Commitment Matters

It’s time for another blog review, and this month’s featured blog has been on my radar for quite some time. Looking at the date stamp on the original draft, it has actually been on my mind (or actually not) since 14 November 2009, that is 18 months almost to the day. It is Tim Cummins’ Commitment Matters. In Tim’s own words, it is a blog that will be of greatest interest to those who select, negotiate or manage relationships with trading partners – customers, suppliers, strategic alliances, teaming agreements or channels. A bold statement, but Tim holds what he promises. Tim surely knows his way around business relationships and how they can make or break a company and he stays true to his tagline, which reads Managing Trading Relationships in the Global Networked Economy. A blog for our time?

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Hiperos – the Integrated View of Supplier Risk

Supply chains have gone global. No longer are they a point-to-chain of goods flowing from a source to a consumer, but a global network of interlinked businesses, processes and services. Supply chain risks have gone global, too, and one tiny incident somewhere in this vast network may result in devastating effects that can ripple across the entire supply chain. No wonder then that supply chain risk has become a major selling point for consultants  who are making a living from selling solutions that are “guaranteed” to capture  and manage the exact and full risk that a company is facing. We academics often frown at these consultants and their glossy whitepapers, but truth is that some of them are highly valuable and well-researched, and excellent food for thought. Take this whitepaper for instance, An Integrated View of Supplier Risk by a company called Hiperos. Here, supplier risk management is focused on four areas: the supplier’s viability, performance, compliance and corporate social performance. That is a perspective very much in line with my own ideas of holistic risk management.

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Diamonds are forever – suppliers not

Today I am taking a closer look at how buyer-supplier relationships evolve over time. This is the buyer-supplier relationship life cycle, where supply chains are dynamic and  where supply chain partners are constantly changing: New suppliers are added, others are  contractually terminated, cease to exist or become obsolete. Needless to say, nurturing and honing these relationships also improves supply chain performance. However, as Stephan Wagner points out in his recently published article on Supplier development and the relationship life-cycle, supplier development and supplier performance are dependent on the current stage or phase in the relationship life cycle.

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Learning from toys – again

The year 2007 will be remembered as the year the toy industry was shaken by a seemingly endless stream of recalls. Can we learn something from the 2007 toy recall crisis? Is China really to blame, or are the drivers and causes of this crisis originating from much closer to home? Yes it is, says Mary B Teagarden, Professor of Global Strategy at the Thunderbird School of Global Management, in her 2009 article Learning from Toys: Reflections on the 2007 Recall Crisis, where she contends that much of blame lies with (American) businesses themselves.  Much of the focus has been on China and its contractors, but China is not solely to blame, as many of the  risk drivers come from the companies who outsourced the production, not the Chinese manufacturers.

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Book Review: Procurement Risk

“Do yo like living dangerously? Then you should read this book. It exposes you to over seventy types of risk you  you can take in your business life.” Those are the opening words of the most recent book on my night stand.  Written by Richard Russill, the title Procurement Risk is perhaps misleading, as this book risk is just as much about supply chain risk or enterprise risks in general. In fact,  the book makes a strong argument for procurement risk management being just a short step away from business continuity management. Not only will this book help procurement professionals to lift their head from their desks and gain a wider perspective on possible ramifications of their purchasing decisions, it will also help top managers to seeing procurement as a crucial contributor to a company’s well-being and competitive advantage.

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When your supplier goes bust…

…what do you do? Is so-called supplier default something you have even thought about? And what if this supplier is connected to others such that if one fails, others may fail too, like an unstable house of cards? That is what concerns Stephan Wagner, Christoph Bode and Philipp Koziol in their 2008 article on Supplier default dependencies: Empirical evidence from the automotive industry, one of the few articles I know of that deals specifically with this topic. Based on empirical data from automotive suppliers, they reveal that default dependencies among suppliers do often exist and can have significant consequences.

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Next time in China: Guanxi

Today’s post is an extension of what I wrote yesterday, in my review of what Fu Jia and Christine Rutherford wrote in Mitigation of supply chain relational risk caused by cultural differences between China and the West, an article that is very much based on Fu Jia’s PhD, Cultural adaptation between Western buyers and Chinese suppliers, where he describes nine important types of cultural differences that Westerners need to be aware of when doing business in China. If you ignore these differences, your business ventures in China, or in much of Asia for that matter, are destined to fail miserably. Today I will present these differences in more detail.

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Supply Chain Risk: Culture Shock

Is culture shock the reason why so many global and cross-culture business relationships fail? When it comes to Western buyers and Chinese suppliers this may very well be the case, and while issues related to product quality or supplier reliability may seem as the obvious cause externally, cultural differences may be the root cause internally. Fu Jia and Christine Rutherford from Cranfield University have just published an article on Mitigation of supply chain relational risk caused by cultural differences between China and the West, where they claim that the extent of cultural adaptation between supplier and buyer is what makes or brakes global partnerships that are culturally different.

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Managing risk together

Purchasing theory… I have to admit it’s not one of my particular strongholds, but several of my readers and commenters have mentioned this article, most recently in a comment on A future research agenda for supply chain risk management, so I thought that perhaps I should have a look at it. After all, supplier relationships have been on my blog time and again , so why not? In their 2005 article  Risk-based classification of supplier relationships by a Finnish quartet from the Lappeenranann University of Technology, Jukka Hallikas, Kaisu Puumalainen, Toni Vesterinen and Veli-Matti Virolainen set out to develop a new classification scheme for suppliers, based on buyer dependency risk and supplier dependency risk.

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Friend or foe or both?

Supply chain collaboration, easy or difficult? And can it really work? In theory yes, but in reality? Maybe not. While supply chain collaboration has been hailed by many as the way to improve supply chain performance, more often than not supply chain partnerships fails miserably, because the required prerequisites are not met by the companies involved. Obviously, collaborations that fail can be an unexpected major supply chain risk, or perhaps it should have been foreseen? In their 2006 article Realities of supply chain collaboration, R. Kampstra, J. Ashayeri, & J. Gattorna aim to investigate the gap between the interests in supply chain collaboration and the relatively few recorded cases of successful applications. In the end they develop a framework for what it takes to make collaboration work in supply chains.

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Ménage à trois – the good, the bad and the ugly

No, it’s not what you think it is, but I could not think of a more fitting title (to attract more readers), and had I been the author of this article, that’s the title I probably would have used when submitting my article, although I’m not sure the editor of the Journal of Supply Chain Management would have approved of it. More academically correctly titled, Triads in supply networks: Theorizing buyer-supplier-relationships by Thomas Y Choi and Zhaohui Wu is a fascinating read and a brilliant attempt at classifying buyer-supplier triads into nine distinctively different configurations.

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SAAB no more…

What do you when your major customer goes bust? How do you cope with finding a new business partner? How do you react when a major competitor is no more? I don’t know, but I guess many businesses catering to SAAB in Trollhättan in Sweden will be asking these questions in the next couple of days. Well, they’ve had a year to prepare for SAAB’s demise. Who would have thought that when GM bought SAAB in 1989, that it would take no more than 20 years for GM to run SAAB into the ground, taking with it 60 years of proud Swedish car manufacturing history. SAAB is history, but what will happen to its supply chain?

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Book Review: HBR on Supply Chain Management

Today we continue my exploration of the Harvard Business Review Paperback Series that I started yesterday when I reviewed Managing External Risk, an enterprise-wide approach towards risk management. Today it’s back to basics: Harvard Business Review on Supply Chain Management. It was published in 2006, so it has been out there for a while, but I have been blissfully oblivious to it, preoccupied as I have been with other literature. Besides, the Harvard Business Review Paperback Series, as the “Paperback” in the name implies, are not written for us academics and researchers, but for the professional manager seeking executive perspectives and solutions.

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What’s so special about this Paul Kleindorfer?

Apparently there must be something really special about Paul Kleindorfer. Otherwise there would be no reason for Morris A Cohen and Howard Kunreuther to write their tribute to him in their 2007 article Operations Risk Management: Overview of Paul Kleindorfer’s Contributions. But what is it that makes Paul Kleindorfer so interesting  that it compelled these two authors to write a whole article about him?

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Supply Chain Risk Management in six steps

Supply management is not just about acquiring goods and services at the best possible price. It’s also about identifying possible disruptions to the supply chain and taking steps to mitigate them. So said James Kiser and George Cantrell in their 2006 article Six Steps to Managing Risk, where they discussed six steps that a company can take to build a plan for dealing with potential supply disruptions. While the article may be lacking in academic depth, it makes up for it in its hands-on managerial approach.

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Biting the hand that feeds. All firms are snakes.

‘All firms are snakes’. So says Paul D. Cousins in A conceptual model for managing long-term inter-organisational relationships, published in 2002. ‘They are maximisers and satisfiers concerned with their own survival and self-interest’. I find that a rather harsh statement. How is collaboration and relationship management possible in such an environment? The issue that needs to be addressed  is perhaps not so much about building trust, but about optimally managing the self-interest of the involved parties. And in the end, competition is maybe better than collaboration after all…

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Supply Risk Management: just common sense?

Am I missing something here? Does Supply Risk Management come down to plain and simple common sense? I don’t mind authors who use propositions in their articles; it usually shows that they have a pretty good grip on their subject. Besides, it adds structure and focus. In their 2004 paper, Securing the upstream supply chain: a risk management approach, Larry C Guinipero and Reham A Eltantawy put forward and explore four propositions reflecting four situational factors that should govern supply risk management. However, as I see it, not only are these propositions not fully exploited, they appear to be little more than basic common sense, or is it me who is way off?

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Vulnerability in business relationships

Today’s journal article review is an article by professor Göran Svensson from Halmstad University in Sweden. He is one of the first academic contributors to the field of supply chain risk, beginning around 1999. Vulnerability in business relationships was published in 2004, and it came to my attention because a lot of the literature on managaging an mitigating supply chain risk focuses on building relationships with suppliers. Trust and dependence are major components of a dyadic business relationship and therefore, important to discuss.

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How to secure your supply chain – 4/7

My previous post was part three of a series based on the Swedish business continuity handbook titled “Säkra företagets flöden” and looked at a checklist or questionnaire that can be used in assessing particular disruption risks in your suppliers or sub-contractors. Today’s post will deal with different buyer- supplier relationships and how they can be categorized, and how such relationships may or may not contribute to supply chain disruptions.

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