Effect of a new potential supplier on business to business negotiations performance: evidence-based analysis

Technology innovations significantly determine supplier selection and competition in supply chains. We are enhancing current research using empirical data and examining new supplier effect on procurement performance in terms of (1) transparency (2) market structure (3) competition and (4) effect size. Through clustering, Mann–Whitney U tests, correlation effect size and CHAID classification algorithm we have found that a new potential supplier generates higher savings than only qualified suppliers in negotiation with higher effect in a transparent environment (additional 3.4% savings). We have identified the effect of the price premium for the procurer between 1.9 and 9.1% based on different procurement strategies.