haku: @author Kelley, S. W. / yhteensä: 3
viite: 2 / 3
| Tekijä: | Dorsch, M. J. Swanson, S. R. Kelley, S. W. |
| Otsikko: | The role of relationship quality in the stratification of vendors as perceived by customers. |
| Lehti: | Journal of the Academy of Marketing Science
1998 : SPR, VOL. 26:2, p. 128-142 |
| Asiasana: | SALES MANAGEMENT SELLING CUSTOMERS LINE-STAFF RELATIONSHIPS |
| Kieli: | eng |
| Tiivistelmä: | Companies implement preferred supplier programs to reduce their vendor relationships to a reasonable few. Vendors who do not effectively manage their customer-based relationships are candidates for deletion from a customer's list of long-term suppliers. The emergence of preferred supplier programs suggests that business are beginning to formally recognize and reward differences between their qualified vendors. Vendor stratification is proposed as a framework for understanding the evolution of preferred vendor programs. This study was conducted to empirically examine the extent to which business use relationship quality perceptions to differentiate their qualified vendors. The findings support the notion that relationship quality is a higher-order construct that can be used as a basis for developing vendor stratification systems. |
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