Title: Analysis of suppliers' preferences to a manufacturer using Kano model and performance value analysis

Authors: C.V. Sunil Kumar; Srikanta Routroy

Addresses: Mechanical Engineering Department, Birla Institute of Technology and Science, Pilani, Pilani Campus (Rajasthan) – 333 031, India ' Mechanical Engineering Department, Birla Institute of Technology and Science, Pilani, Pilani Campus (Rajasthan) – 333 031, India

Abstract: The approaches to achieve competitive advantages have not been actively extended along the manufacturing supply chains, as most of them are practiced in competitively putting efforts to achieve the customer satisfaction alone. Conventionally, the suppliers' outlook has been mostly ignored by the supply chains without imparting the essential emphasis what it aptly deserves. Moreover, majority of the manufacturers along the supply chains have feeble supply bases and are seriously struggling to put forth a healthy competition. This is due to negligence in accounting the extraneous influence of supplier satisfaction construct which can eventually position a manufacturer as a preferred customer. Considering the above discussed issues, there are no specific studies available in the published literature to systematically capture, plan and manage supplier's perceptions, expectations and attractions which lead to supplier satisfaction. Thus, the current study is an attempt to resolute through an approach using Kano model and performance value analysis.

Keywords: supplier development; supply chain management; SCM; supplier satisfaction; Kano model; preferred customer enablers; PCEs; preferred customer status; PCS; supplier preferences; manufacturing industry; performance value analysis.

DOI: 10.1504/IJBSR.2017.080831

International Journal of Business and Systems Research, 2017 Vol.11 No.1/2, pp.6 - 27

Received: 13 May 2015
Accepted: 14 Oct 2015

Published online: 09 Nov 2016 *

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