What separates successful supplier development programs from those that fall short? This study investigates the key factors contributing to success in supplier development efforts. Surveys were sent to a sample of 1,504 members of the National Association of Purchasing Management (NAPM), dividing respondents into groups based on whether their supplier development initiatives exceeded or failed to meet expectations. By analyzing the responses from these two groups, the research identifies several key elements that distinguish successful programs. The analysis suggests that buying firms with satisfactory supplier development outcomes are more likely to adopt a proactive approach to supplier performance, dedicate more resources to their development efforts, and demonstrate a greater willingness to share information with their suppliers. Ultimately, the study underscores the importance of a collaborative and proactive approach to supplier development. By investing in supplier relationships, fostering open communication, and providing adequate support, firms can significantly improve their supplier performance and achieve greater overall success.
Published in the International Journal of Physical Distribution & Logistics Management, this research aligns with the journal's focus on supply chain management, supplier relationships, and logistics optimization. By identifying factors that contribute to successful supplier development, the study strengthens the journal’s coverage of strategies for improving supply chain performance and creating mutually beneficial partnerships.