Managing Supplier Relationships (Prof Daniel Corsten)


IE Business School
Professor - Author - Investor - Entrepreneur

“How to manage relationships between people, customers and suppliers and organizations in general is at the heart of my work which spans supply chain management, marketing and more recently finance” says Daniel who spent more than a decade investigating business models in different industries such as automotive, software and computers.

“My research shows that collaboration, trust, commitment and rewards are the magic ingredients of any successful relationship – but even punishment can be effective if administered correctly”. Recently, Daniel embarked on a new research initiative to identify new business models at the interface of supply chain and finance. Asked about his new interest in banks he answers: “Because that’s where the money is!”

A founding academic of the Efficient Consumer Response Initiative, the biggest collaborative movement in the world, Daniel has researched and consulted Procter & Gamble, Unilever, Wal-Mart, Migros, Sainsbury and many other consumer and retail companies to help them improve customer service, lower cost, reduce out-of-stock level and create sustainable supply chains.

“Working with a diverse group of students or executives is what I love” says Daniel who – before joining IE – taught or researched at St. Gallen (Switzerland), Bocconi (Italy), INSEAD (France and Singapore), London Business School (UK) and Wharton (USA). He directed many programmes and received several awards for his teaching and his case studies.

Before joining academia Daniel worked for Bayer Leverkusen and AGFA in Germany and the US. “Collaborating with industry to solve burning issues and then bring the solution into the classroom is what I enjoy most” says Daniel a Swiss national who lives with his wife and two boys in Madrid and at the Lake Geneva.


MSc, University of Cologne

DBA/PhD, University of St. Gallen


Visiting associate professor, London Business School

Associate professor, University of St. Gallen (Switzerland)

Vice-Director, University of St Gallen’s Institutes of Technology Management and Logistics

Research interests: retailing, fashion and supply chain management

Author of several books on supply chain management

Co-author of the benchmark study on worldwide retail out of stocks

President of the ECR Research Foundation and editor of the ECR Journal

Several awards for teaching and case studies in areas that include collaborative management and sustainable supply chains


International marketing manager, Bayer AG (Leverkusen)

Logistics project manager, Agfa AG (New Jersey)


Markou, P. & Corsten, D. (2017), “Linking Commodity Price Risk and Operations”. Foundations and Trends in Technology, Information and Operations Management, Vol. 11(1-2): 165-185

Corsten, D., Gruen, T. & Peyinghaus, M. (2010). “The effects of supplier-to-buyer identification on operational performance—an empirical investigation of inter-organizational identification in automotive relationships”. Journal of Operations Management, Vol. 29: 549-560

Corsten, D., Bell, D., Knox, G. (2010). “From Point of Purchase to Path to Purchase: How Pre-shopping Factors Drive Unplanned Buying”. Journal of Marketing, Vol. 75: 31-45

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