Becoming a preferred customer one step at a time

Industrial Marketing Management

Volumn 41, Issue 8, 2012, Pages 1186-1193

  Nollet, Jean ^a   Rebolledo, Claudia ^a   Popel, Victoria ^a  

^a HEC MONTRÉAL   (Canada)

Author keywords

Attraction; Buyer supplier relationship; Preferred customer; Supplier satisfaction

Indexed keywords

EID: 84870337441     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2012.10.003     Document Type: Article

References (62)

1. Anderson E. Relationships in business markets: Exchange episodes, value creation, and their empirical assessment. Journal of the Academy of Marketing Science 1995, 23(4):346-350.
2. Anderson J.C., Håkansson H., Johanson J. Dyadic business relationships within a business network context. Journal of Marketing 1994, 58(4):1-15.
3. Barnes B.R., Naudé P., Michell P. Exploring commitment and dependency in dyadic relationships. Journal of Business-to-Business Marketing 2005, 12(3):1-25.
4. Benton W.C., Maloni M. The influence of power driven buyer/seller relationships on supply chain satisfaction. Journal of Operations Management 2005, 23:1-22.
5. Bew R. The new customer of choice imperative: Ensuring supply availability, productivity gains, and supplier Innovation. 92nd Annual International Supply Management Conference, May, Las Vegas 2007.
6. Blythe J. Using trade fairs in key account management. Industrial Marketing Management 2002, 31:627-635.
7. Caniëls M.C.J., Gelderman C.J. Purchasing strategies in the Kraljic matrix-A power and dependence perspective. Journal of Purchasing and Supply Chain Management 2005, 11(2/3):141-155.
8. Cannon J.P., Perreault W.D. Buyer-seller relationships in business markets. Journal of Marketing Research 1999, 36(11):439-460.
9. Christiansen P.E., Maltz A. Becoming an interesting customer: Procurement strategies for buyers without leverage. International Journal of Logistics: Research and Applications 2002, 5(2):177-195.
10. Dwyer F.R., Schurr P.H., Sejo Oh. Developing buyer-seller relationships. Journal of Marketing 1987, 51:111-127.
11. Dyer J.H., Singh H. The relational view: Cooperative strategy and sources of interorganizational competitive advantage. Academy of Management Review 1998, 23(4):660-679.
12. Ellegaard C. The impact of assumptions in the task of influencing suppliers. The Journal of Business and Industrial Marketing 2006, 21(3):131-140.
13. Ellegaard C., Ritter T. Customer attraction and its purchasing potential, presentation at the 22nd IMP conference of IMP, Milan, Italy 2006.
14. Eng T.Y. Does customer portfolio analysis relate to customer performance? An empirical analysis of alternative strategic perspective. The Journal of Business and Industrial Marketing 2004, 19(1):49-67.
15. Eng T.Y. Customer portfolio planning in a business network context. Journal of Marketing Management 2008, 24(5-6):567-587.
16. Essig M., Amann M. Supplier satisfaction: Conceptual basics and explorative findings. Journal of Purchasing & Supply Management 2009, 15:103-113.
17. Fiocca R. Account portfolio analysis for strategy development. Industrial Marketing Management 1982, 11(1):53-62.
18. Ford D. The development of buyer-supplier relationships in industrial markets. European Journal of Marketing 1993, 14(5):339-353.
19. Ford D., McDowel R. Managing business relationships by analyzing the effects and value of different actions. Industrial Marketing Management 1999, 28(5):429-442.
20. Ghijsen P., Semeijn J., Ernstson S. Supplier satisfaction and commitment: The role of influence strategies and supplier development. Journal of Purchasing and Supply Management 2010, 16(1):17-26.
21. Håkansson H. International marketing and purchasing of industrial goods 1982, Wiley, New York.
22. Hald K.S., Cordón C., Vollmann T.E. Towards an understanding of attraction in buyer-supplier relationships. Industrial Marketing Management 2009, 38:960-970.
23. Hallén L., Johanson J., Seyed-Mohamed N. Interfirm adaptation in business relationships. Journal of Marketing 1991, 55(4):29-37.
24. Hüttinger, L., (2010). How to become preferred customer of strategic suppliers? A large-firm perspective. Paper presented at the International IPSERA workshop on Customer attractiveness, supplier satisfaction and customer value, 25/26 November 2010, University of Twente, Netherlands.
25. Ivens B.S., Pardo C. Are key account relationships different? Empirical results on supplier strategies and customer reactions. Industrial Marketing Management 2007, 36(4):470-482.
26. Ivens B.S., Pardo C., Salle R., Cova B. Relationship keyness: The underlying concept for different forms of key relationship management. Industrial Marketing Management 2009, 38:513-519.
27. Jap S.P., Ganesan S. Control mechanisms and the relationship life cycle: Implications for safeguarding specific investments and developing commitment. Journal of Marketing Research 2000, 37(2):227-245.
28. Johnsen R.E., Ford D. Exploring the concept of asymmetry: A typology for analysing customer-supplier relationships. Industrial Marketing Management 2008, 37(4):471-483.
29. Johnson P.F., Leenders M.R., Flynn A.E. purchasing & supply management 2010, McGraw-Hill Irwin, New York, (526 pages). 14th edition.
30. Jones T.O., Sasser W.E. Why satisfied customers defect. Harvard Business Review 1995, 73(5):88-99.
31. Joshi A.W., Stump R.L. The contingent effect of specific asset investments on joint action in manufacturer-supplier relationships: An empirical test of the moderating role of reciprocal asset investments, uncertainty, and trust. Journal of the Academy of Marketing Science 1999, 27(3):291-305.
32. Kanter J. Customer of choice crucial. Supply Management 2008, (March, p.11).
33. Knoppen D., Christiaanse E. Supply chain partnering: a temporal multidisciplinary approach. Supply Chain Management: An International Journal 2007, 12(2):164-171.
34. Krapfel R., Salmond D., Spekman R. A strategic approach to managing buyer-seller relationships. European Journal of Marketing 1991, 25(9):22-37.
35. Krause D.R., Handfield R.B., Tyler B.B. The relationships between supplier development, commitment, social capital accumulation and performance improvement. Journal of Operations Management 2007, 25:528-545.
36. Lai K., Cheng T.C.E., Yeung A.C.L. Relationship stability and supplier commitment to quality. International Journal of Production Economics 2005, 96(3):397-410.
37. Lambe C.J., Wittman C.M., Spekman R.E. Social exchange theory and research in business-to-business relational exchange. Journal of Business-to-Business Marketing 2001, 8(3):1-35.
38. Leenders M.R., Blenkhorn D.L. Reverse marketing 1988, Free Press, New York, (198 pages).
39. Lindwall C., Ellmo A., Rehme J., Kowalkowski C. Increasing customer attractiveness through upstream brand equity. Working paper 2010, Department of Management and Engineering, Linköping University.
40. Mohamed A.A., Gardner W.L., Paolillo J.G.P. A taxonomy of organizational impression management tactics. Advances in Competitiveness Research 1999, 7(1):108.
41. Morash E.A., Clinton S.R. Supply chain integration: customer value through collaborative closeness versus operational excellence. Journal of Marketing Theory & Practice 1998, 6(4):104.
42. Mortensen M.H., Freytag P.V., Arlbørn J.S. Attractiveness in supply chains: A process and matureness perspective. International Journal of Physical Distribution and Logistics Management 2008, 38(10):799-815.
43. Noordewier T.G., John G., Nevin J.R. Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships. Journal of Management 1990, 54(4):80-93.
44. Nyaga G.N., Whippke J.M., Lynch D.F. Examining supply chain relationships: Do buyer and supplier perspectives on collaborative relationships differ?. Journal of Operations Management 2010, 28:101-114.
45. Pardo C., Naudé P. Unpicking the meaning of value in key account management. European Journal of Marketing 2006, 40(11/12):1360-1374.
46. Pels J. Identification and management of key clients. European Journal of Marketing 1992, 26(5):5-21.
47. Ramsay J., Wagner B. Organisational supplying behaviour: Understanding supplier needs, wants and preferences. Journal of Purchasing and Supply Management 2009, 15(2):127-138.
48. Salle R., Cova B., Pardo C. Portfolio of supplier-customer relationships. Advances in Business Marketing and Purchasing 2000, 9:419-442.
49. Schiele H. Accessing supplier innovation by being their preferred customer. Research-Technology Management 2012, 55(1):44-50.
50. Schiele, H., Veldman, J. & Hüttinger, L. (2010). Customer attractiveness, supplier satisfaction and preferred customer status: review, concept and research agenda, Paper presented at the International IPSERA workshop on Customer attractiveness, supplier satisfaction and customer value, 25/26 November 2010, University of Twente, Netherlands.
51. Schiele H., Veldman J., Hüttinger L. Supplier innovativeness and supplier pricing: The role of preferred customer status. International Journal of Innovation Management 2011, 15(1):1-27.
52. Smals R., Smits A. Value for value - The dynamics of supplier value in collaborative new product development. Industrial Marketing Management 2012, 41(1):156-165.
53. Steinle C., Schiele H. Limits to global sourcing? Strategic consequences of dependency on international suppliers: Cluster theory, resource-based view and case studies. Journal of Purchasing and Supply Management 2008, 14(1):3-14.
54. Thibaut J.W., Kelly H.H. The Social Psychology of Groups 1959, John Wiley & Sons, Inc., New York.
55. Turnbull P.W. A review of portfolio planning models for industrial marketing and purchasing management. European Journal of Marketing 1990, 24:7-22.
56. Ulaga W. Capturing value creation in business relationships: A customer perspective. Industrial Marketing Management 2003, 32(8):677-693.
57. Ulaga W., Eggert A. Relationship value in business markets: The construct and its dimensions. Journal of Business-to-Business Marketing 2005, 12(1):73-99.
58. Ulaga W., Eggert A. Value-based differentiation in business relationships: Gaining and sustaining key supplier status. Journal of Marketing 2006, 70(1):119-136.
59. Walter A., Ritter T., Gemünden H.G. Value creation in buyer-seller relationships - Theoretical considerations and empirical results from a supplier's perspective. Industrial Marketing Management 2001, 30(4):365-377.
60. Whipple J.M., Frankel R., Daugherty P.J. Information support for alliances: Performance implications. Journal of Business Logistics 2002, 23(2):67-82.
61. Wilson D.T. An integrated model of buyer-supplier relationships. Journal of the Academy of Marketing Science 1995, 23(4):335-345.
62. Wilson D.T., Vlosky R.P. Interorganizational information system technology and buyer-seller relationship disruption. Journal of Business and International Marketing. 1998, 13(3):215-234.