DEFINICIONES DE LIDERAZGO

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General Information Motivation

General Information about the

purchasing, R&D, sales professionals: Could please explain

*your main function in the firm? *since when are your working for that firm?

*since when are you working in that position?

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Could you please give me some general information about your company such as *supplier inclusion in NPD processes *innovation processes

*importance of collaboration with other parties (departments/suppliers)

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New Product Development Motivation

What is your firms’ strategy when it comes to NPD?

NPD creates value for customers,

identifies market opportunities and shifts it into capitalisation opportunities234 What difficulties have you faced

regarding NPD projects?

Due to globalisation there is more competition and more technical product that could challenge companies in NPD success.235

What are the steps of your firm’s NPD

process? There are several steps companies are advised to follow when it comes to NPD processes.236

Challenges and risks of including a supplier into your NPD activities

Motivation

What challenges have you faced while including a supplier into NPD activities?

Collaboration with a supplier that extends regular buying activities can have certain challenges, risks and pitfalls.237

Have you experienced issues regarding trust and commitment?

There may be problems regarding trust and commitment, which affects the collaboration performance.238 Have you experienced any

communication issues with your supplier?

Communication between buyer and supplier can appear as a problem. 239

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234 _{See Krishnan and Ulrich (2001), p. 15} 235 _{See Griffin & Page (1993), p. 229} 236 _{See Cooper & Kleinschmidt (1986), p. 74} 237 _{See Wynstra et al. (2001), p. 159}

238 _{See Wynstra et al. (2001), p. 159} 239 _{See Wynstra et al. (2001), p. 159!}

internal information that data could be

exposed to competitors? information because they are afraid that competitors could receive it.240

Benefits of including a supplier into

your NPD activities Motivation

Have you experienced benefits from successful projects?

There are benefits in terms of superior product performance, cost, quality and time to market.241

Would you separate between short-term

and long-term benefits? Firms need to understand the short-term and long-term benefits at the same time.242

Supplier selection & Integration Motivation

How would you describe the degree of supplier involvement?

None: No supplier involvement. Supplier “makes to print”.

White box: Informal supplier integration. Buyer “consults” with supplier on

buyer’s design.

Grey box: Formalized supplier

integration. Joint development activity between buyer and supplier.

Black box: Design is primarily supplier driven, based on buyers performance specification.243

How do you identify innovative suppliers?

Identification of an innovative supplier becomes a new process firms need to be aware of.244

How do you determine at what point in the project you include the supplier?

Timing is important as it becomes costly to make changes within the project as it is on going.245 The right timing firms need to base the decision on technical rather than business goals.246

Internal organisation Motivation

Is the procurement department involved in the NPD process?

*if yes to what extent *if no why not

The involvement of the purchasing department into the process increases the NPD performance.247

What kind of skillset does the purchasing staff have, that is involved in NPD projects?

The degree of specialisation in the purchasing department, meaning

knowledge about the supplier, technical expertise and specific product should be there to avoid miscommunication.248

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240 _{See Ragatz et al. (1997), p. 199} 241 _{See Johnsen (2009), p. 193}

242 _{See van Echelt at al., (2008), p. 197} 243 _{See Petersen et al. (2005), p. 378} 244 _{See Schiele (2006), p. 925} 245 _{See Ragatz et al. (1997), p. 191} 246 _{See Handfield & Lawson (2007), p. 49!} 247 _{See Johnsen (2009), p. 193}

distinguished management areas for NPD projects.249

How are cross-functional teams being set up in NPD projects?

Cross-functional teams need to have basic characteristics that functional diversity is ensured. Meaning employees form the same hierarchical level and from different disciplines.250

Buyer-supplier relationship Motivation

What does your firm do to develop a long-term buyer-supplier relationship? *in terms of being attractive to the supplier

*in terms of supplier satisfaction

Customer attractiveness leads to supplier satisfaction and that may lead to the preferred customer status.251

Does your firm make any effort to get preferential treatment from certain suppliers and achieve a preferred customer status?

The buying firm gets a better treatment on all levels in comparison to other customers of a particular supplier.252 Are you aware of power differences in

collaboration projects with suppliers and how does it affect the trust towards the supplier?

For a working buyer-supplier relationship the factors of power and trust are highly important and influences many decisions that are being made.253

Outline of examples of supplier inclusion in NPD

Motivation

Could you give me an example of a successful project?

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Could you give me an example of a moderately successful project?

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Could you give me an example of an

unsuccessful project? -

Could you explain the case of the collaboration with a new supplier for shock absorber?

*in terms of anatomy of the component *behaviour of the supplier in the whole collaboration process - ! ! ! ! ! !!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!

249 _{See Wnystra et al. (1999), p. 134} 250 _{See Joshi (1998), p. 22}

251 _{See Schiele et al. (2012), p. 1180} 252 _{See Nollet et al. (2012), p. 1186} 253 _{See Gao et al. (2005), p. 402}