Supplier development and buyer-supplier relationship strategies-a literature review

Ilkka Sillanpää, Khuram Shahzad*, Elina Sillanpää

*Corresponding author for this work

    Research output: Contribution to journalReview ArticleScientificpeer-review

    34 Citations (Scopus)


    Academic and corporate interest in supplier development and buyer-supplier relationship has increased substantially in recent years. This paper provides a framework for analysing the current understanding of supplier development strategies, its impact on performance, and buyer-supplier relationship approaches. There is an increased need for buyers and suppliers to strategically collaborate to build a stronger and long-term relationship. The goal is to get extended understanding in buyer-supplier relationship and supplier development strategies. Supplier development is a process of understanding including four steps: 1) supplier assessment; 2) competitive pressure; 3) supplier incentives; 4) direct involvement. Future research can be more empirically focused including multiple case study in global environment to validate the supplier development strategy approaches and help the organisation to develop their supplier's strategies. The presented literature review offers supplier development strategies for empirical case studies and a systematic way to build buyer-supplier relationships to improve the performance.

    Original languageEnglish
    Pages (from-to)227-250
    Number of pages24
    JournalInternational Journal of Procurement Management
    Issue number1-2
    Publication statusPublished - 1 Jan 2015
    MoE publication typeA2 Review article in a scientific journal


    • Buyer-supplier relationship
    • Procurement management
    • Supplier development
    • Supplier management
    • Supply chain integration
    • Supply chain management

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