An application-based classification to understand buyer-supplier interaction in business services

International Journal of Service Industry Management

Volumn 17, Issue 5, 2006, Pages 474-496

  Wynstra, Finn ^a   Axelsson, Björn ^b   Van Der Valk, Wendy ^a  

^a ERASMUS UNIVERSITY ROTTERDAM   (Netherlands)

^b STOCKHOLM SCHOOL OF ECONOMICS   (Sweden)

Author keywords

Buyer seller relationships; Buyers; Supplier relations

Indexed keywords

EID: 33748964178     PISSN: 09564233     EISSN: None     Source Type: Journal    
DOI: 10.1108/09564230610689786     Document Type: Article

References (57)

1. Anderson, J.C., Hkansson, H. and Johanson, J. (1994), "Dyadic business relationships within a business network context", Journal of Marketing, Vol. 58 No. 4, pp. 1-15.
2. Araujo, L., Dubois, A. and Gadde, L.-E. (1999), "Managing interfaces with suppliers", Industrial Marketing Management, Vol. 28 No. 5, pp. 497-506.
3. Bauer, R.A. (1960), "Consumer behavior as risk taking", in Hancock, R.S. (Ed.), Dynamic Marketing for a Changing World, American Marketing Association, Chicago, IL.
4. Bettencourt, L.A., Ostrom, A.L., Brown, S.L. and Roundtree, R.I. (2002), "Client co-production in knowledge-intensive business services", California Management Review, Vol. 44 No. 4, pp. 100-28.
5. Boyt, T. and Harvey, M. (1997), "Classification of industrial services", Industrial Marketing Management, Vol. 26 No. 4, p. 291.
6. Carr, A.S. and Pearson, J.N. (1999), "Strategically managed buyer-supplier relationships and performance outcomes", Journal of Operations Management, Vol. 17, pp. 497-519.
7. Cunningham, L.F., Young, C.E. and Lee, M. (1997), "A customer-based taxonomy of services: implications for service marketers", in Swartz, T.A., Bower, D.E. and Iacobucci, D. (Eds), Advances in Services Marketing and Management, Vol. 6, JAI Press, Greenwich, CT.
8. Cunningham, M.T. and Homse, E. (1986), "Controlling the marketing-purchasing interface: resource development and organisational implications", Industrial Marketing and Purchasing, Vol. 1 No. 2, pp. 3-27.
9. Day, E. and Barksdale, H.C. Jr (1994), "Organisational purchasing of professional services: the process of selecting providers", The Journal of Business & Industrial Marketing, Vol. 9 No. 3, pp. 44-51.
10. Doty, D.H. and Glick, W.H. (1994), "Typologies as a unique form of theory building: toward improved understanding and modeling", Academy of Management Review, Vol. 19 No. 2, p. 230.
11. Dubois, A. and Gadde, L.-E. (2002), "Systematic combining: an abductive approach to case research", Journal of Business Research, Vol. 55, pp. 553-60.
12. Eriksson, K. and Löfmarck-Vaghult, A. (2000), "Customer retention, purchasing behavior and relationship substance in professional services", Industrial Marketing Management, Vol. 29 No. 4, p. 363.
13. Eriksson, K., Majkgrd, A. and Sharma, D.D. (1999), "Service quality by relationships in the international market", Journal of Services Marketing, Vol. 13 Nos 4/5, pp. 361-75.
14. Eriksson, K. and Mattsson, J. (2002), "Managers' perception of relationship management in heterogeneous markets", Industrial Marketing Management, Vol. 31, pp. 535-43.
15. Fearon, H.E. and Bales, W.A. (1995), Purchasing of Nontraditional Goods and Services, Center for Advanced Purchasing Studies, Tempe, AZ.
16. Fitzsimmons, J.A., Noh, J. and Thies, E. (1998), "Purchasing business services", Journal of Business & Industrial Marketing, Vol. 13 Nos 4/5, pp. 370-80.
17. Gadde, L.-E., Huemer, L. and Hkansson, H. (2003), "Strategizing in industrial networks", Industrial Marketing Management, Vol. 32 No. 5, p. 357.
18. Grönroos, C. (2000), Service Management and Marketing: A Customer Relationship Management Approach, 2nd ed., Wiley, Chichester.
19. Gummesson, E. (1998), "Productivity, quality and relationship marketing in service operations", International Journal of Contemporary Hospitality Management, Vol. 10 No. 1, pp. 4-15.
20. Hkansson, H. (Ed.) (1982), International Marketing and Purchasing of Industrial Goods: An Interaction Approach, Wiley, London.
21. Hkansson, H. and Snehota, I. (1995), Developing Relationships in Business Networks, Routledge, London.
22. Hallén, L., Johanson, J. and Seyed-Mohammed, N. (1991), "Interfirm adaptation in business relationships", Journal of Marketing, Vol. 55 No. 2, p. 29.
23. Hutt, M.D. and Speh, T.W. (1985), Industrial Marketing Management: A Strategic View of Business Markets, The Dryden Press, New York, NY.
24. Jackson, R.W. and Cooper, P.D. (1988), "Unique aspects of marketing industrial services", Industrial Marketing Management, Vol. 17, pp. 111-8.
25. Jackson, R.W., Neidell, L.A. and Lunsford, D.A. (1995), "An empirical investigation of the differences in goods and services as perceived by organisational buyers", Industrial Marketing Management, Vol. 24, pp. 99-108.
26. Jismalm, P. and Linder, F. (1995), "Inköp av industriella tjänster", unpublished MSc thesis, ("Purchasing of business services"), Uppsala University.
27. Johnston, W.J. and Lewin, J.E. (1996), "Organizational buying behavior: toward an integrative framework", Journal of Business Research, Vol. 35 No. 1, p. 1.
28. Johnston, W.J. and Bonoma, T.V. (1981), "The buying center: structure and interaction patterns", Journal of Marketing, Vol. 45 No. 3, p. 143.
29. Kasper, H., Van Helsdingen, P. and De Vries, W. Jr (1999), Services Marketing Management: An International Perspective, Wiley, Chichester.
30. Kotler, P. (1984), Marketing Management: Analysis, Planning and Control, 5th ed., Prentice Hal, Englewood Cliffs, NJ.
31. Kotler, P. and Keller, K.L. (2006), Marketing Management, 12th ed., Pearson/Prentice Hall, Upper Saddle River NJ.
32. Kraljic, P. (1983), "Purchasing must become supply management", Harvard Business Review, Vol. 61, pp. 66-74.
33. Leek, S., Turnbull, P.W. and Naude, P. (2004), "A comparison of manufacturers and financial service suppliers' and buyer's use of relationship management methods", Industrial Marketing Management, Vol. 33, pp. 241-9.
34. Levitt, T.A. (1965), Industrial Purchasing Behavior, Harvard University, Boston, MA.
35. Lichtenthal, J.D. and Shani, D. (2000), "Fostering client-agency relationships: a business buying behaviour perspective", Journal of Business Research, Vol. 49, pp. 213-28.
36. Lovelock, C.H. (1983), "Classifying services to gain strategic marketing insights", Journal of Marketing, Vol. 47, pp. 9-20.
37. Martin, C.R. Jr, Horne, D.A. and Chan, W.S. (2001), "A perspective on client productivity in business-to-business consulting services", International Journal of Service Industry Management, Vol. 12 No. 2, pp. 137-57.
38. McQuiston, D.H. (1989), "Novelty, complexity, and importance as causal determinants of industrial buyer behavior", Journal of Marketing, Vol. 53 No. 2, p. 66.
39. Mills, P.K. and Margulies, N. (1980), "Toward a core typology of service organizations", Academy of Management. The Academy of Management Review, Vol. 5 No. 2, p. 255.
40. Mitchell, V.W. (1994), "Problems and risks in the purchasing of consultancy services", Service Industries Journal, Vol. 14 No. 3, pp. 315-39.
41. Murray, J.Y. and Kotabe, M. (1999), "Sourcing strategies of US service companies: a modified transaction-cost analysis", Strategic Management Journal, Vol. 20 No. 9, p. 791.
42. Normann, R. and Ramirez, R. (1994), Designing Interactive Strategy: From Value Chain to Value Constellation, Wiley, Chichester.
43. OECD (1999), Strategic Business Services, OECD, Paris.
44. OECD (2000), Service Economy. Business and Industry Policy Forum Series, OECD, Paris.
45. Parasuraman, A. (1998), "Customer service in business-to-business markets: an agenda for research", Journal of Business & Industrial Marketing, Vol. 13 Nos 4/5, pp. 309-21.
46. Robinson, P.J., Farris, C.W. and Wind, Y. (1967), Industrial Buying and Creative Marketing, Allyn and Bacon, Boston, MA.
47. Roth, A.V. and Menor, L.J. (2003), "Insights into service operations management: a research agenda", Production and Operations Management, Vol. 12 No. 2, pp. 145-64.
48. Sampson, S.E. (2000), "Customer-supplier duality and bidirectional supply chains in service organisations", International Journal of Service Industry Management, Vol. 11 No. 4, pp. 348-64.
49. Shin, H., Collier, D.A. and Wilson, D.D. (2002), "Supply management orientation and supplier/buyer performance", Journal of Operations Management, Vol. 18, pp. 317-33.
50. Smeltzer, L.R. and Ogden, J.A. (2002), "Purchasing professionals' perceived differences between purchasing materials and purchasing services", Journal of Supply Chain Management, Vol. 38 No. 1, p. 54.
51. Stock, J.R. and Zinszer, P.H. (1987), "The industrial purchase decision for professional services", Journal of Business Research, Vol. 15, pp. 1-16.
52. Van Weele, A.J. (2005), Purchasing and Supply Chain Management: Analysis, Strategy, Planning and Practice, Thomson Learning, London.
53. West, D.C. (1997), "Purchasing professional services: the case of advertising agencies", International Journal of Purchasing & Materials Management, Vol. 33 No. 3, pp. 2-9.
54. Wittreich, W.J. (1966), "How to buy/sell professional services", Harvard Business Review, pp. 127-36.
55. Wölfl, A. (2005), "The Service Economy in OECD Countries", STI working paper Series, OECD Directorate for Science, Technology and Industry/OECD, Paris.
56. Yin, R.K. (2003), Case Study Research: Design and Methods, Sage Publications, Inc., Thousand Oaks, CA.
57. Zeithaml, V.A. and Bitner, M.J. (1996), Services Marketing, McGraw-Hill Companies, Inc., Singapore.