Connectors i leverantörsrelationer : Connectors i kombination och under uppskalning

In business-to-business (B2B) markets, managing supplier relationships effectively is critical for reducing uncertainty and achieving operational efficiency. Connectors – mechanisms such as contracts, information sharing, operational links, and mutual adaptions – are central to strengthening these relationships. While prior research has examined individual connectors, limited attention has been given to how combinations of connectors are used to handle risk, particularly during scale-up phases.This study aims to identify uncertainties in supplier relationships and examine how different connectors are combined to reduce risk and support effective scaling. It also explores which connectors become especially critical during scale-up processes.The research is based on a qualitative case study using semi-structured interviews with strategic purchasers and suppliers. The theoretical framework is grounded in transaction cost economics and the resource-based view, enabling deeper understanding of relational mechanisms in supplier strategies.Findings show that companies strategically use combinations of connectors depending on relationship maturity, perceived risk, and the scale-up stage. Legal contracts dominate early-stage relationships, while information sharing and operational integration are emphasized in mature relationships during scaling. The strategic combination of connectors enhances trust, reduces uncertainty, and increases supply chain adaptability.Connectors are not used in isolation but are dynamically combined to align with shifting business needs. A balanced and contextual use of governance and control mechanisms fosters more resilient, efficient, and scalable supplier relationships under certain conditions