Value for value : the dynamics of supplier value in collaborative new product development.

R.G.M. Smals, A.A.J. Smits

Research output: Contribution to journalArticleAcademicpeer-review

63 Citations (Scopus)
2 Downloads (Pure)


Suppliers are recognized as an important source of innovation. Research into supplier involvement in new product development has shown that benefits can potentially be reaped by customers. However, a relatively unexplored precondition is the willingness of suppliers to invest in their customers’ innovative efforts. In this exploratory, theory-extending research, we investigate the value that a supplier can experience from being involved in high tech firms’ new product development. We find that value comes in three forms for suppliers: (1) financial payment for sales volumes and product development services, (2) technological knowledge and product designs, and the (3) reputation of doing business with leading-edge firms Additionally, we place this in a dynamic, long-term perspective, and find indications for a positive or negative feedback effect, depending on the emphasis the buyer puts on collaborative innovation with the supplier and the extent to which suppliers can use competences, knowledge and reputation resulting from the collaboration in subsequent business development activities. The positive effect results in added value for both parties in the dyad, and the negative effect leads to the opposite.
Original languageEnglish
Pages (from-to)156-165
Number of pages9
JournalIndustrial Marketing Management
Issue number1
Publication statusPublished - 2012


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