Supplier Relationships
Introduction
Managing and Developing Key Supplier Relationships, Special issue of Industrial Marketing Management, Special issue editors Bj?rn Ivens, Mark van de Vijver and Bart Vos; Deadline 30 Aug 2011
: : : Posting
: : call
INDUSTRIAL MARKETING MANAGEMENT
CALL FOR PAPERS
for a special issue on
“MANAGING AND DEVELOPING KEY SUPPLIER RELATIONSHIPS”
Deadline August 30, 2011
In the past decades, a series of contributions have positioned “key account management” as an important element in research on managing business relationships. Most of these contributions consider the wide range and variety of customers of a particular firm, and discuss ways to structure relationship management of such a diverse customer portfolio. In other research streams, such as the strategic management and operations management literature, authors have developed models for alliance management
However, the issue of how buying companies deal with a diverse portfolio of suppliers, with a special focus on the management of key supplier relationships, has so far received little research attention. Meanwhile, this particular topic is becoming increasingly important for companies as illustrated by the launch of dedicated key supplier programs and the integration of supplier relationship management in their organizations. Therefore, the central theme of this special issue is “key supplier management (KSM)”: how it needs to be organized, what the (organizational) implications are, and which benefits can be realized.
We invite authors to submit papers for the special issue with the following or related topics:
- Drivers and success factors of KSM introduction
- Internal and external barriers to KSM introduction
- Determining the benefits /added value of KSM programs and structures
- Policies to determine a buying company’s key supplier portfolio
- Empirical illustrations of successful or unsuccessful management of key supplier relationships
- Organizational requirements for effective KSM
- HRM implications of introducing KSM: skills required to become key supplier manager, career paths of key supplier managers, incentive structures etc.
- Strategic implications of KSM status for selling companies (marketing, sales etc. strategy)
- Empirical illustrations of supplier reactions to the introduction of KSM programs and structures
- Learning from other streams of literature dealing with the management of key business relationships, e.g. operations and strategic management
Papers must be submitted as MSWord files attached to an e-mail. Include all tables, graphs, figures and appendices as a single word file (.DOC or .DOCX). Do NOT submit PDF files. Authors must also submit a letter stating ownership and originality of the submitted paper.
Papers must follow the manuscript guidelines of Industrial Marketing Management. Please refer to the latest issue of the journal or its website for the “Guide for Authors.”
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Submit your papers no later than August 30th 2011 to the guest editors with a copy also to the journal editor:
Special issue editors:
Björn Ivens, University of Bamberg, bjoern.ivens@uni-bamberg.de
Mark van de Vijver, Tilburg University, mvdv@uvt.nl
Bart Vos, Tilburg University, b.vos@uvt.nl
and the IMM editor, Peter LaPlaca, plaplaca@journalIMM.com