Equipment supplier/user collaboration in the process industries

Abstract

Purpose The purpose of this paper is to provide theoretical insight and practical guidance on how both process firms and equipment manufacturers can address the challenges posed by collaboration during the operational stage of the process technology/equipment life cycle. Design/methodology/approach Motives and driving forces for entering collaborative projects far from always converge, and while some projects require deep and long‐lasting relationships, others call for pure transactions and arms‐length relationships. The questions of why, when and how collaboration should take place and be organised and managed are addressed and discussed in the light of the literature on technology diffusion and technology transfer, and supplemented by ideas from industry professionals. Findings A tentative list of potential pros and cons has been compiled to serve as an embryo for further creation of a more complete set of expected outcomes with a view to developing a firm benchmarking instrument for establishing new collaborative relationships. Subsequently, a conceptual model of the full life‐cycle of process technology/equipment is developed to create a platform for determining collaboration intensity and success factors during different phases. Finally, a matrix with the dimensions “type of capability” and “expected performance improvements” is introduced as a tool for selection of different forms of collaboration. Research limitations/implications The main limitation is that so far this is only a theoretical framework, but as such it will serve as a new platform and a guide for further empirical studies of this important yet under‐researched area. Originality/value This area of technology and innovation management research for the process industries has not been addressed before in depth. The new framework can already be deployed by industry professionals in their efforts to improve inter‐company collaboration and technology transfer, but also as a means of avoiding unintended technology diffusion.

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