Critical factors for supplier development : a study of suppliers in the heavy vehicle industry

Purpose Research in the supplier development domain is primarily based on studies from the buyer perspective. This supplier development study has a qualitative approach focusing on the supplier perspective. The study aims to identify critical factors for the supplier development program from the supplier perspective. Design / methodology / approach In order to create understanding of factors critical for the supplier development program the Critical Incident Technique is applied, since it facilities in-depth explorative studies. The study involves three suppliers to one buyer in the Swedish heavy vehicle industry. Findings The study concludes different critical factors influencing supplier development, such as formal structure of communication and competence level of those employed by the buyer. Further, suppliers stress their own proactivity as a critical factor. Research limitations / implications This explorative and primarily empirical study provides additional insights into the areas of critical factors for supplier development by focusing on the supplier perspective. Practical implications Supplier development is often enforced by the buyer and in order to succeed, knowledge and understanding of the critical factors from the supplier perspective are essential. This knowledge will allow the buyer to take these critical factors into consideration, will enhance the features and properties of the suppliers and increase the value creation for the end customer. What is original/value of paper This explorative study complements previous studies, as it focuses the supplier perspective from an empirical viewpoin