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Benchmarking the impact of customer share in key‐supplier relationships
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In this article, a post-DEA-regression analysis explores the link between sourcing attractiveness and relative customer share and finds that the perceived level of sourcing attractiveness improves until the local maximum is reached and declines beyond a relative customers' share of 61.33 per cent.Citations
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Customer attractiveness, supplier satisfaction and preferred customer status: introduction, definitions and an overarching framework
TL;DR: In this paper, the authors propose a model of preferred customership that uses a social exchange perspective to link customer attractiveness, supplier satisfaction, and preferred customer status in industrial markets, where suppliers may become highly selective with respect to decisions that involve collaborating with certain customers and buyers must therefore be more attractive than their rivals to obtain opportunities to collaborate with these selective suppliers.
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Understanding attractiveness in business relationships — A complete literature review
TL;DR: The concept of attraction has received surprisingly little attention within business relationship research as discussed by the authors. Yet, more and more authors have argued that attraction may contribute to the motivation and willingness of a buyer and supplier to engage in and develop a business relationship.
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Managing customer share in key supplier relationships
Andreas Eggert,Wolfgang Ulaga +1 more
TL;DR: In this article, the authors report the results of a cross-sectional study among purchasing managers in U.S. manufacturing industries and propose a framework for managing customer share in key supplier relationships.
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How Do Strategy and Leadership Styles Jointly Affect Co-development and Its Innovation Outcomes?
TL;DR: In this paper, the authors take a top-down perspective on ways to stimulate co-development with customers, relying on boundary theory and its wider contextualization in relation to resource dependence theory, and argue that an innovation-oriented strategy, combined with transformational and transactional leadership, represents senior management levers for driving general openness and providing strategic directions for innovation, which then helps bridge the boundary with customers and facilitate the co development of new products.
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Personal selling and the purchasing function: where do we go from here?
TL;DR: In this article, the authors present a literature review that highlights the purchasing function's personal selling and sales management needs and argues that, as the purchasing functions becomes more important and its needs evolve, personal selling strategies also need to evolve.
References
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Journal ArticleDOI
Evaluating Structural Equation Models with Unobservable Variables and Measurement Error
Claes Fornell,David F. Larcker +1 more
TL;DR: In this paper, the statistical tests used in the analysis of structural equation models with unobservable variables and measurement error are examined, and a drawback of the commonly applied chi square test, in additit...
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Measuring the efficiency of decision making units
TL;DR: A nonlinear (nonconvex) programming model provides a new definition of efficiency for use in evaluating activities of not-for-profit entities participating in public programs and methods for objectively determining weights by reference to the observational data for the multiple outputs and multiple inputs that characterize such programs.
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The Commitment-Trust Theory of Relationship Marketing
Robert Morgan,Shelby D. Hunt +1 more
TL;DR: Relationship marketing, established, developing, and maintaining successful relational exchanges, constitutes a major shift in marketing theory and practice as mentioned in this paper, after conceptualizing relationship relationships as a set of relationships.
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Some Models for Estimating Technical and Scale Inefficiencies in Data Envelopment Analysis
TL;DR: The CCR ratio form introduced by Charnes, Cooper and Rhodes, as part of their Data Envelopment Analysis approach, comprehends both technical and scale inefficiencies via the optimal value of the ratio form, as obtained directly from the data without requiring a priori specification of weights and/or explicit delineation of assumed functional forms of relations between inputs and outputs as mentioned in this paper.
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An Examination of the Nature of Trust in Buyer–Seller Relationships:
TL;DR: In this paper, the authors integrate theory developed in several disciplines to determine five cognitive processes through which industrial buyers can develop trust of a supplier firm and its salesperson and their salesperson.