Activation of Supply Relationships (Pehmeäkantinen kirja)

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The logistics sector is characterized by extensive co-operation between different business actors. In providing service packages for their industrial customers the logistics main providers engage in several kinds of relationships with supply partners. It has been claimed that, compared to other sectors, the relationships eithin the logistics sector, even if being long-term, are not particularly deep in terms of adaption and mutual development. On the other hand, the quality of the service package provided by a main provider is much dependent on the performance of the partners. The partners are also in possession of first hand knowledge about how well the service package fits the customer's needs. It is hence important for the main provider to understand and manage the partner relationships in a way that supports the service process.

The study introduces activation as a concept that encompasses the choice and commissioning of partners to ve included in a supply net providing the service package to a customer. The study focuses on the activation process, its contents as well as its links to the network context of the main provider. Activation can be seen as an episode within the relationship between the main provider and the individual supply partner. It is considered an operational task that, however, is linked to the main provider's long-term network develompent.
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