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The management of supplier relationships for medium sized retail companies: a three-dimensionalsegmentation model
KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial Management.
KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial Management.
2015 (English)Independent thesis Advanced level (degree of Master (Two Years)), 20 credits / 30 HE creditsStudent thesis
Abstract [en]

Companies have limited human, financial and technical resources, which makes it crucial toallocate them in an efficient way in order to stay competitive in today's market. One way of doing this is to classify a company's suppliers into different categories, and differentiate the management of each supplier category. Previous studies within the field mostly focus on larger, manufacturing companies, and there is a lack of segmentation models suitable for retail firms. Further, existing literature on supplier relationship management fail on giving concrete actions on how to manage different types of suppliers. This study addresses this by extending the literature on supplier segmentation and supplier relationship management in the context of a medium sized retail company offering a diversified product portfolio. The study was performed as a case study on a Nordic retail company that produced both private label products and brand named products, where this study focused on its private label suppliers.

The purpose of the study was to develop a supplier segmentation model for guidance in managing supplier relationships for retail companies with diversified product portfolios, and this was met by collecting both qualitative and quantitative data through interviews, workshops, structured questions and archival data. The main findings were a number of identified characteristics of the supplier base of the case company and the determination of different types of buyer-supplier relationships. This ultimately culminated into the empirical contributions of 1) a developed supplier segmentation model suitable for medium sized retail companies offering a diversified product portfolio, and 2) recommended actions on how to manage suppliers, corresponding to each segment in the model.

Abstract [sv]

Företag har begränsade resurser vad gäller finansiellt, tekniskt och humant kapital, vilket gör det ytterst viktigt att fördela sina resurser på ett så effektivt sätt som möjligt för att hålla sig konkurrenskraftiga. Ett sätt att göra detta är att klassificera sina leverantörer i olika kategorier, samt differentiera hur varje kategori ska hanteras. Tidigare studier inom ämnet har mestadels fokuserat på större tillverkningsindustriföretag, och det saknas segmenteringsmodeller som är anpassade för retailföretag. Vidare är befintlig litteratur på supplier relationship management knapphändig i att ge konkreta rekommendationer för hur olika typer av leverantörer ska hanteras. Den här studien adresserar detta genom att utvidga litteraturen på supplier segmentation och supplier relationship management i kontexten av ett mellanstort retailföretag med en diversifierad produktportfölj. Studien genomfördes som en case-studie på ett nordiskt retailföretag som sålde både märkesprodukter och egna märkesvaror, där den här studien endast berörde leverantörer för egna märkesvaror.

Syftet med studien var att utveckla ett övergripande ramverk för guidning av hur leverantörsrelationer i retailföretag med diversifierade produktportföljer ska hanteras, och detta uppfylldes genom att samla både kvalitativ och kvantitativ data genom intervjuer, strukturerade frågor, workshops samt arkivdata. De huvudsakliga resultaten var ett antal identifierade egenskaper hos leverantörsbasen av caseföretaget och en bestämd uppdelning av olika leverantörsrelationer. Detta mynnade tillslut ut i två empiriska bidrag i form av 1) en utvecklad leverantörssegmenteringsmodell för medelstora retailföretag som erbjuder en diversifierad produktportfölj, samt 2) rekommenderade handlingar för hur olika leverantörer ska hanteras, som svarar till varje segment i modellen.

Place, publisher, year, edition, pages
2015. , 87 p.
Keyword [en]
Strategic sourcing, supplier segmentation, supplier relationship management
Keyword [sv]
Strategic sourcing, supplier segmentation, supplier relationship management
National Category
Economics and Business
Identifiers
URN: urn:nbn:se:kth:diva-189500OAI: oai:DiVA.org:kth-189500DiVA: diva2:946401
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Available from: 2016-07-11 Created: 2016-07-05 Last updated: 2016-09-02Bibliographically approved

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