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The importance of key supplier relationship management in supply chains

Teller, Christoph; Kotzab, Herbert; Grant, David B.; Holweg, Christina


Christoph Teller

Herbert Kotzab

David B. Grant

Christina Holweg


Purpose: This paper investigates the impact of key supplier relationship management (KSRM) – understood as an aggregated supply chain management (SCM) process in the upstream direction – on the overall level of the execution of SCM within organizations. Methodology: A conceptual model is developed from a theoretical framework and proposes the capability to do KSRM as a mediator between internal and external SCM resources and SCM execution. A survey of 174 managers representing different supply chain stages is used to test the model through variance-based structural equation modelling. Findings: The findings reveal that external SCM resources directly affect the capability to do KSRM. Nevertheless, internal resources show a considerable indirect impact through external resources and can thus be considered an indirect determinant. The capability to do KSRM in turn impacts upon the level of SCM execution, measured in terms of the integration of business processes, directly and substantially, as well as mediating the effect between SCM resources and the level of SCM execution. Value: The main contribution of this paper is to empirically demonstrate the potential of KSRM for enhancing the level of SCM execution within organizations and consequently the level of integration in supply chains, leading to higher customer and shareholder value.


Teller, C., Kotzab, H., Grant, D. B., & Holweg, C. (2016). The importance of key supplier relationship management in supply chains. International journal of retail & distribution management, 44(2), 109-123.

Journal Article Type Article
Acceptance Date Oct 28, 2015
Publication Date Feb 8, 2016
Deposit Date Jan 15, 2016
Publicly Available Date Nov 23, 2017
Journal International journal of retail and distribution management
Print ISSN 0959-0552
Publisher Emerald
Peer Reviewed Peer Reviewed
Volume 44
Issue 2
Pages 109-123
Keywords Supplier management (relations); Supply chain management; Partial least squares
Public URL
Publisher URL
Additional Information This is the accepted manuscript of an article published in International journal of retail and distribution management, 2016, v.44 issue 2.


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