دانلود رایگان مقاله من مرد شما هستم: چگونه عرضه کنندگان در خرید شرکت ها وضعیت استراتژیک کسب می کنند

abstract

Selecting suppliers and deciding which suppliers to develop strategic relationships with is important for buying organisations. However, little is known about how strategic suppliers become recognised as such in the first place. We provide a detailed and explorative case study of supplier categorisation processes among actors in buying organisations. The social process of categorising and evaluating supplier inputs has been referred to as status creation. We map sensegiving processes and how they influence supplier status development using a longitudinal case study approach.

Concluding discussion

How can this case study advance our understanding of supplier categorisation and supplier status building in buying firms? What this study can provide in terms of transferrable insight into the conceptualisation of these phenomena in more general matters is that supplier categorisation involves both formal and informal sensegiving processes co-constructed by various actors in the buying organisation. Moreover, the process gives rise to the assessment and reassessment of a supplier's qualities – both formally and informally. These assessments occur from day to day through personal interaction between buyer and supplier staff, but there are also “critical events” – defining moments that contribute to the social construction of supplier status among those involved. Regarding existing theory on supplier assessment, this suggests that the current focus in the purchasing and supply management literature on selection criteria and on the ensuing processes of weighing multiple criteria against each other probably does not reflect what really goes on in buying organisations when suppliers gain and lose status.