Liberate or Subjugate Them? The Effect of Supplier Dependence on Buyer Innovation

Antecedents and outcomes of open innovation over the past 20 years: A framework and meta-analysis

Liberate or Subjugate Them? The Effect of Supplier Dependence on Buyer Innovation

Chanchai Tangpong, Thomas Clauss, Kuo-Ting Hung, Michael D. Michalisin, Arlyn J. Melcher

kHUB post date: July 2026
Originally published: 15 March 2026 (PDMA JPIM • Vol. 43, Issue 4 • July 2026)
Read time: 85 minutes

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This study extends the current understanding of buyer–supplier relationships (BSRs) and innovation by investigating the supplier dependence—buyer innovation relationship. Drawing from resource dependence and exploration-exploitation perspectives, we hypothesize that supplier dependence negatively affects buyer innovation performance, and that this effect is moderated by market dynamism and relationalism in BSRs. Empirically, we combine two distinctive analytical steps and data sources. First, we conduct an archival case study of five US computer firms in the 1990s when the computer industry was marked by extensive BSR and innovation activities. The case results support our main-effect hypothesis. Second, we test our hypotheses using survey data of buyers from Germany and the US. Buyer innovation performance is operationalized by innovation productivity for the main analysis and by innovation revenue impact in the robustness check. The results converge in supporting the negative main effect of supplier dependence on buyer innovation performance, but diverge regarding the moderating effect. Specifically, market dynamism is a significant moderator concerning buyer innovation productivity, while relationalism in BSRs is a significant moderator concerning buyer innovation revenue impact. Overall, our study sheds light on the adverse roles of supplier dependence in buyer innovation and offers implications for future research and practice.

Managerial Summary

This study investigates the effect of buyer dependence on buyer's innovation performance under contextual conditions of market dynamism and relationalism in buyer–supplier relationships (BSRs). By combining historic case data from the US computer industry with a large-scale survey of buyers in Germany and the US, we find converging evidence that buyer dependence indeed harms the buyer's innovation performance. This negative effect is robust for different types of buyer innovation performance: buyer innovation productivity (i.e., the number of new products/services launched by the buyer organization in the past 5 years), and buyer innovation revenue impact (i.e., the percentage of total sales of the buyer from new products/services launched in the past 5 years). The findings challenge the traditional view that wielding power over dependent suppliers benefits buyers, showing instead that high supplier dependence can undermine buyer innovation. Interestingly, this negative effect of buyer dependence is conditional on the BSR context and the environment. The negative effect of buyer dependence on buyer innovation productivity is stronger under conditions of high market dynamism but is unaffected by the degree of relationalism in the BSR. Vice versa, the negative effect of buyer dependence on buyer innovation revenue impact is stronger when relationalism in the BSR is high, but independent of market dynamism.

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