Supplier Value of Customer-Initiated Product Development: An In-Depth Case Study of a European Industrial Mass-Producer

  • Anita Friis Sommer
  • Iskra Dukovska-Popovska
  • Kenn Steger-Jensen
Conference paper
Part of the IFIP Advances in Information and Communication Technology book series (IFIPAICT, volume 414)


Increased market demand and shortened product life cycles generate industrial customer requests for collaborative product development. Manufacture-to-stock suppliers struggle to manage the request process to obtain profitability. The purpose of this paper is to investigate if request management is profitable for mass-producing suppliers, and to examine possible relations between profitability of requests and the requesting customer. Through a case study, request management is identified as a profitable process due to long-term accumulated profit from developed products. Request profitability is not identified as related to profitability or turnover of existing customers, and thus profitability of requests cannot be predicted based on these customer data. Results from a coupled interview study indicate that request management has a large potential for future exploitation, and an outline of the supplier value potential of collaborative product development is proposed.


profitability supplier value collaborative product development supply chain integration 


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Copyright information

© IFIP International Federation for Information Processing 2013

Authors and Affiliations

  • Anita Friis Sommer
    • 1
  • Iskra Dukovska-Popovska
    • 1
  • Kenn Steger-Jensen
    • 1
  1. 1.Institute for Mechanical Engineering and ProductionAalborg UniversityDenmark

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