How to become the preferred client of your supplier. Issue 2 (13th February 2017)

• Record Type: Journal Article
• Authors: Poissonnier, Hugues
• Is Part Of: Strategic direction. Volume 33:Issue 2(2016)
• Page Start: 21
• Page End: 23
• Publication Date: 2017-02-13
• Subjects: Collaboration -- Herzberg's theory -- Preferred client; Management -- Periodicals; 658.4005
• DOI: 10.1108/SD-11-2016-0159
• Languages: English
• ISSNs: 0258-0543

Abstract

Abstract : Purpose: This paper aims to show that becoming the preferred client of your supplier can be very useful and giving ideas to help doing so. Design/methodology/approach: This study uses a historical approach. Findings: Propositions for choosing modalities of collaboration with suppliers were studied. Research limitations/implications: Based on Herzberg's theory, suggestions are given to readers. Originality/value: This paper shows that to improve value creation potential, buyers have to make their companies become the preferred client of their suppliers. It is a key question to benefit from all the value creation capacity of these suppliers.