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In today global business market, concepts are moving towards inter-national and inter-firm in contrary to older days. This has made companies explore ways to leverage their supply chains, and to evaluate the role of suppliers in their activities. One result has been the increased outsourcing of activities and performance. This has heightened the role of suppliers ever more.Consequently, in order to maintain competitive in the market and to be able to satisfy the knowledgeable end customer, suppliers must be completely aligned with the core company and its objectives and performances. This goal is only gained through strategic benchmarking towards Supplier Development.With a large number of suppliers to deal with, it won’t be feasible to have partnership relationship with each. The strategic approach is to classify them in a manner suitable for the company and only then start from top of the list setting goals for the most prioritized.Before making any attempt in Supplier Relationship Development, the company must start from within setting the right mindset from top down, inside its own ground. Only then Supplier development will be aligned with the objectives of the company and the program will be integrated and successful.This research sought after ways to develop a strategic and systematic method of dealing with suppliers. This guideline was classified as a step by step map of a Supplier Development program. The study was conducted for Volvo Penta Vara Company, and as part of its Supply Chain Development Program. The findings from the company and literature were compared and analyzed and finally guidelines were developed.This report is the last part of the master’s studies in Industrial Engineering-Logistics at University of Borås. It gave us the opportunity to use what we had learnt during the programme. Considering the broadness of the subject we were after, this report meant a lot of work. However, this was the challenge we wanted and an intriguing journey where we learned a lot along the way.

Grandes empresas têm adotado a estratégia da desintegração vertical, passando a se concentrar em seu negócio principal e envolvendo um número cada vez maior de fornecedores. Precisam, para isso, estabelecer uma cadeia de fornecimento composta por empresas competentes e confiáveis. O desenvolvimento e a qualificação de fornecedores são necessários, o que requer tempo e recursos. A tese apresenta uma revisão bibliográfica sobre temas relacionados, como desintegração vertical de empresas, desenvolvimento e qualificação de fornecedores, modelos de gestão aplicados a seu desenvolvimento de fornecedores, e apresenta o Prodfor, Programa Integrado de Desenvolvimento e Qualificação de Fornecedores, mantido por doze grandes empresas, sendo um caso de grande sucesso na preparação de fornecedores. Analisa a eficácia de ações para desenvolvimento e qualificação de fornecedores sob o ponto de vista das empresas compradoras e também dos fornecedores, apresentando os resultados de pesquisa de campo com fornecedores desenvolvidos e qualificados, pesquisa com as empresas mantenedoras e, também, estudo de casos com as empresas-destaque. Essas pesquisas permitiram avaliar os resultados proporcionados aos fornecedores, fazendo uma análise comparativa antes e depois da qualificação, sendo possível identificar as características dos fornecedores de destaque e o que fizeram para apresentar os melhores resultados. Constata que os fornecedores de sucesso foram além dos requisitos estabelecidos na norma ISO 9001 e propõe ações para que toda a cadeia de fornecimento seja desenvolvida para os níveis alcançados pelas empresas-destaque em busca da excelência. / Large companies have adopted the strategy of vertical disintegration to focus on its core business and involving an increasing number of suppliers. Therefore, they need to establish a supply chain composed by competent and reliable companies. The development and qualification of suppliers is a must, and requires time and resources. This thesis presents a literature review on topics related, as vertical disintegration, development and qualification of suppliers, models of management applied to their development, and presents the Prodfor - Integrated Program for Development and Qualification of Suppliers, sponsored by twelve large companies, . as a case of great success in the preparation of suppliers. It makes an analysis of effectiveness of development and qualification of suppliers regarding purchasing companies and suppliers, presenting the results of a survey with suppliers developed and qualified by Prodfor, a survey with the Prodfor companies sponsors, and also a case-study with outstanding suppliers. These studies allowed the analysis of the results provided to suppliers, and a comparative analysis before and after the qualification, identifying the characteristics of outstanding suppliers and what they did to achieve better results. This work shows that the successful suppliers went beyond the requirements of the standard ISO 9001, and proposes actions for the whole supply chain development to achieve the same levels as the outstanding companies, seeking excellence.

Supplier development (SD) has been intensively and increasingly used in practice and studied in academia. Many studies find that SD can generate operational, capability-based, attitudinal, and financial performance measures for both the supplying firm (supplier) and the buying firm (buyer), but very few studies systematically explain why SD yields supplier’s performance improvements and, in turn, buyer’s performance improvements. Using a meta-analysis approach, this dissertation finds that SD does lead to positive outcomes, but SD is found to have very weak or even negative relationship with performance improvements in some cases. Such findings further support the importance of examining the main research question: why SD works. In order to answer the main research question, this dissertation adopts a multiphase triangulation approach: theoretical construction, conceptual examination, and empirical examination. Doing so, this dissertation constructs and validates a knowledge management (KM) view of SD. The purpose of theoretical construction (Chapter 3) is to develop a KM view of supplier development via a systematic view of previous studies. Presented in Chapter 4, conceptual examination reveals that all SD activities can be subsumed into KM activities, and further conceptually supports the feasibility of the KM view in SD. Empirical examination, including a survey of 39 SD scholars and a survey of 295 SD practitioners (156 complete responses), is presented in Chapters 5 and 6. Most hypotheses are strongly supported, demonstrating the importance of the knowledge-management view of SD. Overall, this dissertation has both theoretical contributions for KM and SD sides, and practical contributions for researchers, practitioners, and educators/students. First, it contributes by supporting the addition of KM variables to other theories when explaining why SD works, confirming the role of KM in SD, providing a complete KM view of SD, and revealing why SD works. Second, it contributes by implementing mixed research methods, integrating multiple disciplines, and exemplifying collecting data on LinkedIn. Third, it contributes by offering a catalog of SD activities and guidance for designing, implementation, and evaluation of SD initiatives. Fourth, it contributes by advancing a mental model to understand SD literature. Conclusions, limitations, and future research directions are also discussed.

Grandes empresas têm adotado a estratégia da desintegração vertical, passando a se concentrar em seu negócio principal e envolvendo um número cada vez maior de fornecedores. Precisam, para isso, estabelecer uma cadeia de fornecimento composta por empresas competentes e confiáveis. O desenvolvimento e a qualificação de fornecedores são necessários, o que requer tempo e recursos. A tese apresenta uma revisão bibliográfica sobre temas relacionados, como desintegração vertical de empresas, desenvolvimento e qualificação de fornecedores, modelos de gestão aplicados a seu desenvolvimento de fornecedores, e apresenta o Prodfor, Programa Integrado de Desenvolvimento e Qualificação de Fornecedores, mantido por doze grandes empresas, sendo um caso de grande sucesso na preparação de fornecedores. Analisa a eficácia de ações para desenvolvimento e qualificação de fornecedores sob o ponto de vista das empresas compradoras e também dos fornecedores, apresentando os resultados de pesquisa de campo com fornecedores desenvolvidos e qualificados, pesquisa com as empresas mantenedoras e, também, estudo de casos com as empresas-destaque. Essas pesquisas permitiram avaliar os resultados proporcionados aos fornecedores, fazendo uma análise comparativa antes e depois da qualificação, sendo possível identificar as características dos fornecedores de destaque e o que fizeram para apresentar os melhores resultados. Constata que os fornecedores de sucesso foram além dos requisitos estabelecidos na norma ISO 9001 e propõe ações para que toda a cadeia de fornecimento seja desenvolvida para os níveis alcançados pelas empresas-destaque em busca da excelência. / Large companies have adopted the strategy of vertical disintegration to focus on its core business and involving an increasing number of suppliers. Therefore, they need to establish a supply chain composed by competent and reliable companies. The development and qualification of suppliers is a must, and requires time and resources. This thesis presents a literature review on topics related, as vertical disintegration, development and qualification of suppliers, models of management applied to their development, and presents the Prodfor - Integrated Program for Development and Qualification of Suppliers, sponsored by twelve large companies, . as a case of great success in the preparation of suppliers. It makes an analysis of effectiveness of development and qualification of suppliers regarding purchasing companies and suppliers, presenting the results of a survey with suppliers developed and qualified by Prodfor, a survey with the Prodfor companies sponsors, and also a case-study with outstanding suppliers. These studies allowed the analysis of the results provided to suppliers, and a comparative analysis before and after the qualification, identifying the characteristics of outstanding suppliers and what they did to achieve better results. This work shows that the successful suppliers went beyond the requirements of the standard ISO 9001, and proposes actions for the whole supply chain development to achieve the same levels as the outstanding companies, seeking excellence.

O objetivo deste trabalho é analisar a aplicação do método conhecido como Desdobramento da Função Qualidade no processo de desenvolvimento de embalagens. Este estudo é delimitado para embalagens de autopeças e foi realizado numa montadora de automóveis. A Casa da Qualidade, primeira etapa do método, foi utilizada pelo setor de desenvolvimento de embalagens da montadora para identificar e atender as necessidades dos seus clientes internos e orientar os fornecedores de autopeças no desenvolvimento de embalagens visando melhor qualidade e redução de custos. A pesquisa foi desenvolvida em 2008/ 2009. Essas necessidades foram obtidas por meio de pesquisa qualitativa com as áreas envolvidas no processo de desenvolvimento de embalagens. O trabalho pode ser classificado como exploratório, pois, a partir do levantamento bibliográfico do método QFD e da realização de entrevistas, buscou-se uma melhor compreensão do problema associado a constantes atrasos no cronograma devido à necessidade de alterações da embalagem protótipo. Como resultado preliminar, este estudo permitiu visualizar aspectos importantes relativos a embalagens que não eram considerados na fase inicial do desenvolvimento. Isso ocasionava constantes atrasos no cronograma de aplicação da peça nacional devido à necessidade de alterações na embalagem protótipo. / The objective of this study is to analyze the method known as Quality Function Deployment in the development of packaging. This study is limited to packing of parts packaging and it was carried out in a factory of assembly of cars. The house of quality, first step of the method was used by the industry to develop packages of the factory to identify and meet the needs of your internal customers and direct suppliers of parts in the development of packages aimed at providing better quality and reduced costs. The study was conducted in 2008 / 2009. These needs were obtained through qualitative research with the areas involved in the development of packaging. The work can be classified as exploratory, because from the literature of the QFD method and interviews, we sought a better understanding of the problem associated with constant delays in planning due to the need for changes to the packaging prototype. As preliminary result, this study allowed the visualization of important aspects relating to packaging that were not considered in the initial phase of development. This occasioned the frequent delays in the planning of implementation of the national part due to the need for changes in packaging prototype.

The dissertation is a case study focusing on supplier development (SD) practices of SMEs in information technology outsourcing (ITO) sector. From the dyadic perspective, the research explored three key issues: (1) supplier development activities of SME firms in ITO sector, (2) the role of supplier willingness in supplier selection and development process and (3) the motivations of suppliers to participate in the SD programs with the client. The results from this case study contribute to the knowledge in SME supplier development practices and client-supplier relationship management. Specifically, the contribution is explored from the ITO sector, with respect to the influence of supplier willingness in SME supplier selection, SD practice in ITO sector and the motivations of suppliers to participate in such activities with the client.

Abstract Background: The oil industry is experiencing tremendous challenges due to the shifts in global markets and decreasing profits from oil. These challenges have steered companies to select more profitable investments and disregarding different matters of sustainability. However, the oil companies aim to be seen as more sustainable, since the demands of the public and governments increased toward sustainability. Thus, improving sustainability capabilities in the oil industry has become more critical than ever. In this study, the triple bottom line framework is used, which covers the social, environmental, and economical dimensions of sustainability. This study focuses on reactive and proactive practices that can overcome the barriers to achieving sustainability. Furthermore, the focus is on the oil industry’s pursuit of sustainability is facilitated by connecting reactive and proactive practices to improve the sustainability capabilities of a company. Purpose: The purpose of this study is first to identify the barriers to achieving sustainability in the oil industry and understand how companies can overcome these barriers by conducting reactive and proactive practices. Furthermore, the purpose is to understand how reactive and proactive practices can improve companies' capabilities for sustainability performance. Method: This study follows the inductive approach, as the aim was to discover new insights and assumptions from the studied phenomenon. Furthermore, the study is conducted as exploratory and qualitative, in order to provide a rich understanding of the barriers of sustainability within the oil industry, and how reactive and proactive practices can facilitate the capabilities for improving sustainability in companies. For the data collection method, semi-structured interviews were conducted with experts working within a single company that operates in the oil industry. The collected empirical data was analyzed with grounded analysis. Conclusion: With the empirical findings and existing literature, the internal and external barriers to achieving sustainability are identified. Furthermore, the connection with identified barriers and reactive and proactive practices is introduced, as well as how the practices facilitate overcoming these barriers. Also, the study connects reactive and proactive practices that improve sustainability capabilities in companies. The study suggests that practitioners focus on developing a solid foundation of reactive practices, on which to build strategies with proactive practices. Primarily the focus on the oil industry should be in the creation of environmental capabilities, as this potential is disregarded with the current set of practices. Improving triple bottom line dimensions is identified as a win-win process, which argues for the potential of improvement in environmental sustainability would assist in matching the economic and social demands of the oil industry.

Supply chains are increasingly incorporating sustainable elements as mean to meet intensified TBL awareness in the market and to promote competitiveness. Suppliers play a key role in enhancing Triple Bottom Line (TBL) outcomes in supply chain since they are responsible for raw materials that will be incorporated in the final product. Supplier Development (SD) can improve suppliers\' TBL capabilities, improving TBL outcomes throughout the supply chain. This research aims to explore Triple Bottom Line Supplier Development (TBL SD) for an improved TBL performance at supply chain level. To address the research general purpose a systematic literature review was conducted, followed by a basic literature review, in order to identify TBL SD practices, enablers and barriers. The systematic literature analysis was performed with support of QDA Miner software. A survey was performed involving Brazilian buying organizations to investigate the impact of TBL Supplier Development on the organizations\' performance at the operational, environmental and social dimensions. Data were analyzed using Partial Least Square Structural Equation Modeling (PLS SEM) through Smart PLS 3 software. The results obtained point that practices adopted by organizations are in accordance to what literature suggests, highlighting the role of training and resources sharing as important practices adopted. The most impactful enablers to enable TBL SD are supplier evaluation, resources availability, and TBL culture at organizational level. Surprisingly, barriers appeared to be only slightly negatively correlated to TBL SD Adoption. It can be concluded that TBL SD adoption leads to improvements in all TBL legs (Operational, Environmental, and Social) although the impact on environmental performance is stronger. In turn, it was found that enhanced environmental performance can lead to improvements in both social and operational performance. Another interesting finding is that organizations in the Brazilian context are adopting TBL SD for internal reasons, and not due to pressures coming from the local market and community. / As cadeias de suprimentos estão incorporando cada vez mais elementos sustentáveis como meio de atender à crescente conscientização do mercado e promover competitividade. Fornecedores desempenham um papel fundamental no aprimoramento dos resultados sustentáveis na cadeia de fornecimento, uma vez que são responsáveis pelas matérias-primas que serão incorporadas no produto final. Nesse contexto, o desenvolvimento de fornecedores pode melhorar as capabilidades sustentáveis dos fornecedores, entregando melhores resultados a toda a cadeia de suprimentos. Esta pesquisa tem como objetivo explorar o Desenvolvimento de Fornecedores Sustentáveis para um melhor desempenho sustentável no nível da cadeia de suprimentos. Para atingir o objetivo geral da pesquisa, foi realizada uma revisão sistemática de literatura, seguida de uma revisão básica da literatura, a fim de identificar as práticas de desenvolvimento sustentáveis, fatores influenciadores e barreiras. A análise da revisão sistemática da literatura foi realizada com o apoio do software QDA Miner. Uma survey envolvendo organizações brasileiras foi realizada para investigar o impacto da adoção do Desenvolvimento de Fornecedores Sustentáveis no desempenho das organizações pesquisadas, tanto nos aspectos operacionais, ambientais e sociais. Os dados foram analisados usando a Modelagem de Equações Estruturais por Mínimos Quadrados Parciais através do software Smart PLS 3. Os resultados obtidos apontam que as práticas adotadas pelas organizações estão de acordo com o que sugere a literatura, destacando o papel do treinamento e compartilhamento de recursos como práticas importantes adotadas. Os fatores influenciadores mais impactantes para a adoção do Desenvolvimento de Fornecedores Sustentáveis são avaliação de fornecedores, a disponibilidade de recursos e a cultura sustentável no nível organizacional. Surpreendentemente, as barreiras parecem estar ligeiramente correlacionadas de forma negativa com adoção do Desenvolvimento de Fornecedores Sustentáveis. Pode-se concluir que a adoção do Desenvolvimento de Fornecedores Sustentáveis leva a melhorias em todas as dimensões da Sustentabilidade (Operacional, Ambiental e Social), embora o impacto no desempenho ambiental seja mais forte. Por sua vez, o desempenho ambiental pode levar a melhorias no desempenho social e operacional. Outra constatação interessante é que as organizações no contexto brasileiro estão adotando o Desenvolvimento de Fornecedores Sustentáveis por motivos internos, e não devido a pressões vindas do mercado e da comunidade local.