J.A. Tessaro (Juliano) | University of Twente

Brazilian-born Italian, multicultural background worked for Brazilian, American and European companies. Excellent team challenger and motivator, leveraging an MBA, extensive technical knowledge forged from 15+years in the automotive industry, strong business acumen and Big4 consulting firm experience to develop and implement robust sourcing strategies globally. Recognized for the ability to allocate resources to complete projects that deliver significant cost reductions using innovation and creativity.

Business & Economics

# Attractiveness
# Buyer-Supplier Relationships
# Purchasing
# Start-Ups
# Suppliers
# Theoretical Framework

Engineering & Materials Science

# Industry
# Purchasing

Purchasing, Entrepreneurship and Innovation.

General information about my research:

The goal of the doctoral thesis is to analyze the attractiveness of startup as a customer of young suppliers and established old suppliers. As startups face difficulties to become an attractive customer the proposal is to identify what are the real limitations to be an attractive customer The ultimate goal is to enable startups to achieve the “Preferred Customer status” increasing their potential growth and success rate.

Tessaro, J. A. , Harms, R. , & Schiele, H. (2024). Customer attractiveness: A comparative analysis of startups versus incumbents in supplier choice. Journal of purchasing and supply management, Article 100901. Advance online publication. https://doi.org/10.1016/j.pursup.2024.100901

Tessaro, J. A. , Harms, R. , & Schiele, H. (2023). Improving startup’s attractiveness as industrial customers by organizing theirpurchasing activities. Journal of Global Operations and Strategic Sourcing. Advance online publication. https://doi.org/10.1108/JGOSS-07-2022-0083

Tessaro, J. A. (2023). Buyer-supplier relationships in startups: An analysis of factors that drive startup attractiveness to suppliers. [PhD Thesis - Research UT, graduation UT, University of Twente]. University of Twente. https://doi.org/10.3990/1.9789036557863

Tessaro, J. A. , Harms, R. , & Schiele, H. (2023). Startups vs. well-established companies. What factors influence suppliers' choices for an attractive customer?. 56. Abstract from IPSERA 2023, Barcelona, Spain.

Tessaro, J. A. , Harms, R. , & Schiele, H. (2023). How startups become attractive to suppliers and achieve preferred customer status: Factors influencing the positioning of young firms. Industrial marketing management, 113, 100-115. https://doi.org/10.1016/j.indmarman.2023.05.024

Tessaro, J. A. , Harms, R. , & Schiele, H. (2022). Startup‐supplier relationships. How startups attract large suppliers and compete for preferential treatment. 14. Paper presented at IPSERA 2022, Jönköping, Sweden.

Tessaro, J. A. , Harms, R. , & Schiele, H. (2021). Exploring how startups organize the purchasing function. In IPSERA Online Conference Abstracts (pp. 23-24)

Tessaro, J. , Harms, R. , & Schiele, H. (2020). Startups in the buyer-supplier relationship, limitations to be an attractive customer: definitions and theoretical framework. Paper presented at 29th Annual IPSERA Conference 2020, Knoxville, Tennessee, United States.

Tessaro, J. , Harms, R. , & Schiele, H. (2020). Startups in the buyer-supplier relationship, limitations to be an attractive customer: definitions and theoretical framework. In IPSERA 2020 Conference Proceedings (pp. 27-27). Article WP27 International Purchasing and Supply Education and Research Association (IPSERA).

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j.a.tessaro@utwente.nl

Visiting Address

University of Twente
Drienerlolaan 5
7522 NB Enschede
The Netherlands

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Mailing Address

University of Twente
P.O. Box 217
7500 AE Enschede
The Netherlands

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University of Twente Drienerlolaan 5
7522 NB Enschede

+31 (0)53 489 9111
info@utwente.nl
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