Power-based supplier selection in product development projects

Marc Zolghadri, Claudia Eckert, Salah Zouggar, Philippe Girard

Research output: Contribution to journalArticlepeer-review

26 Scopus citations


As stronger supplier might exert their power to influence a product development project for their own benefit, business negotiations will be more efficient if the customer has a clear understanding of its power with regards to each of its potential suppliers. This article takes the customer perspective in dealing with supplier selection and proposes a method to estimate the power of a customer versus potential suppliers. Based on an evaluation of their power, potential suppliers are then ranked. This selection procedure is illustrated with an example and evaluated against a case study taken from academic literature.

Original languageEnglish
Pages (from-to)487-500
Number of pages14
JournalComputers in Industry
Issue number5
StatePublished - Jun 2011
Externally publishedYes


  • Power
  • Product development
  • Suppliers selection
  • Supply chain management


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