Organisational Supplying Behaviour: Understanding supplier needs, wants and preferences

The purpose of this article is to enhance understanding in the P&SM field of supplier behaviour by exploring their needs, wants and preferences. The characteristics of customers that suppliers need, want and prefer have been conceptualised as ‘Sources of Supplier Value’ (SOSV) and the article seeks to establish a vocabulary for describing supplier needs, wants and preferences and their impact on buyer attractiveness. To achieve this a pilot study was conducted using face-to-face interviews with key account managers and Managing Directors in 14 SMEs supplying UK supermarket buyers. The research identifies 49 elements in buyers’ purchase offerings, behaviours and characteristics that suppliers regard as important. The practical implication of this research is to improve the P&SM field's understanding of the behaviour of suppliers with a longer term view to improving the ability of all buyers to influence the behaviour of suppliers in ways that match the buyers’ requirements and preferences. Furthermore, in view of the current paucity of research and understanding in this subject area, the article presents a coherent theoretical framework, terminology and rationale for investigations into the phenomenon of Organisational Supplying Behaviour.