This thesis is placed in the field of Supplier Relationship Management studies. In particular this work will deal with the importance of having a close working relationship with the supplier for developing purposes. Due to the highly competitive business environment, the success of a company no longer resides into to the abilities, resources and performances of a single company, rather, it depends also on the abilities, resources and performances of its suppliers. It becomes especially true when the offering of a company embeds complex technologies whose development depend on its suppliers. The tendency of companies in shifting from a buying orientation toward supply management is the proof that companies are getting aware that their success depends also on the resources and the competencies of their “base of suppliers”, that are those suppliers to whom is recognized great strategical importance. The aim of the study is to figure out in which way the resources, the competencies and the know-how of a supplier can contribute to the development of a business customer. To do so, the study will adopt the network approach, which is a perspective proposed by the Industrial Marketing and Purchasing Group (IMP group) for the analysis of the business to business markets. The relevance of this study stems from the fact that it places itself in a new methodology of research employed and promoted by the IMP community. It consists in the collection of qualitative data, through the use of a case studies, for tracing the key moments of the interactive episodes that take place between the actors of the network, for roughing out a rich and complex image of the interactive phenomenon itself. Being the focus of this thesis on the role of the supplier in the development of the customer, the data collected regards the interactive episodes that have been taking place at the dyadic level, thus between customer and supplier. The case study concerns the experience of a small Italian company operating in the additive manufacturing industry that, from previous studies, has shown to have developed across the years a close working relationship with its single supplier of Selective Laser Sintering technology. The analysis will use this business relationship as the object of observation and will draw some conclusion about the role that this relationship has had in the development of the customer.
Questo lavoro di tesi si colloca nel filone di studi riguardante la Gestione delle Relazioni con i Fornitori. In particolare, questa tesi affronterà l'importanza di avere una stretta relazione di lavoro con il fornitore al fine di sviluppare il business. A causa del contesto economico altamente competitivo, il successo di un'azienda non risiede più nelle capacità, nelle risorse e nelle prestazioni di una singola azienda, ma dipende anche dalle capacità, dalle risorse e dalle prestazioni dei suoi fornitori. Questo diventa particolarmente vero quando l'offerta di un'azienda incorpora tecnologie complesse il cui sviluppo dipende dai suoi fornitori. La tendenza delle aziende a passare da un approccio all'acquisto ad un approccio strategico nei confronti dei fornitori è la prova che le aziende stanno diventando consapevoli che il loro successo dipende anche dalle risorse e dalle competenze della loro "base di fornitori", che sono quei fornitori ai quali è riconosciuta una grande importanza strategica. Lo scopo di questo lavoro di tesi è quello di capire in che modo le risorse, le competenze e il know-how di un fornitore possano contribuire allo sviluppo di un business. Per fare ciò lo studio adotterà la prospettiva network proposta dall’Industrial Marketing and Purchasing Group (IMP) per l'analisi dei mercati business to business. La rilevanza di questo studio deriva dal fatto che si colloca in una nuova metodologia di ricerca adottata e promossa dalla comunità IMP. Questa consiste nella raccolta di dati qualitativi, attraverso l'uso di un case studio, per identificare i momenti chiave degli episodi interattivi che si svolgono tra attori del network, per dare forma ad un'immagine ricca e complessa del fenomeno interattivo stesso. Essendo il focus di questa tesi sul ruolo del fornitore nello sviluppo del business del cliente, i dati raccolti riguardano gli episodi interattivi che si sono verificati a livello diadico, quindi tra cliente e fornitore. Il caso studio riguarderà l'esperienza di una piccola azienda italiana operante nel settore della manifattura additiva che, da studi precedenti, ha dimostrato di aver sviluppato negli anni uno stretto rapporto di collaborazione con il suo unico fornitore di tecnologia di sinterizzazione laser selettiva. L'analisi utilizzerà questa relazione commerciale come oggetto di osservazione e trarrà alcune conclusioni sul ruolo che tale relazione ha avuto nello sviluppo del cliente.
THE RELEVANCE OF SUPPLIER RELATIONSHIP FOR DEVELOPING A BUSINESS.
ROMANO, ANIELLO
2018/2019
Abstract
This thesis is placed in the field of Supplier Relationship Management studies. In particular this work will deal with the importance of having a close working relationship with the supplier for developing purposes. Due to the highly competitive business environment, the success of a company no longer resides into to the abilities, resources and performances of a single company, rather, it depends also on the abilities, resources and performances of its suppliers. It becomes especially true when the offering of a company embeds complex technologies whose development depend on its suppliers. The tendency of companies in shifting from a buying orientation toward supply management is the proof that companies are getting aware that their success depends also on the resources and the competencies of their “base of suppliers”, that are those suppliers to whom is recognized great strategical importance. The aim of the study is to figure out in which way the resources, the competencies and the know-how of a supplier can contribute to the development of a business customer. To do so, the study will adopt the network approach, which is a perspective proposed by the Industrial Marketing and Purchasing Group (IMP group) for the analysis of the business to business markets. The relevance of this study stems from the fact that it places itself in a new methodology of research employed and promoted by the IMP community. It consists in the collection of qualitative data, through the use of a case studies, for tracing the key moments of the interactive episodes that take place between the actors of the network, for roughing out a rich and complex image of the interactive phenomenon itself. Being the focus of this thesis on the role of the supplier in the development of the customer, the data collected regards the interactive episodes that have been taking place at the dyadic level, thus between customer and supplier. The case study concerns the experience of a small Italian company operating in the additive manufacturing industry that, from previous studies, has shown to have developed across the years a close working relationship with its single supplier of Selective Laser Sintering technology. The analysis will use this business relationship as the object of observation and will draw some conclusion about the role that this relationship has had in the development of the customer.File | Dimensione | Formato | |
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https://hdl.handle.net/20.500.12075/6784