Supplier competence alignment: Cases from the buyer perspective in the Brazilian market

The research presented here has a double purpose. On the one hand to better define and frame the field of inter-organizational transfer of competences, and on the other to suggest that the competence-based marketing view can well stem from marketing initiatives targeting not just customers, or custo...

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Bibliographic Details
Published in:Industrial marketing management 2006-11, Vol.35 (8), p.944-960
Main Authors: Prévot, Frédéric, Spencer, Robert
Format: Article
Language:English
Subjects:
Brazil
Competence transfer
Competence-based marketing
Cooperative relationships
Core competencies
Correlation analysis
Industrial markets
Logistics
Marketing
Multinational corporations
Sourcing
Studies
Vendor supplier relations
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Summary:The research presented here has a double purpose. On the one hand to better define and frame the field of inter-organizational transfer of competences, and on the other to suggest that the competence-based marketing view can well stem from marketing initiatives targeting not just customers, or customers' customers, but also other actors in the market, in this instance suppliers. This research focus has led us to select a precise area of study so as to obtain situations in which the probability of the existence of transfer of competence is high. We chose to centre the study on transfer of competences in the area of logistics between MNCs and their local suppliers in Brazil. Research findings lead to proposals regarding correlations between types of competences transferred, transfer mechanisms and strategic objectives of the transfer.
ISSN:0019-8501
1873-2062
DOI:10.1016/j.indmarman.2006.04.007