کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
1027408 1483448 2016 12 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
The impact of customer attractiveness and supplier satisfaction on becoming a preferred customer
ترجمه فارسی عنوان
تاثیر جذابیت مشتری و رضایت عرضه کننده در تبدیل شدن به یک مشتری ترجیحی
کلمات کلیدی
جذابیت و ضوابط؛ رضایت عرضه کننده؛ وضعیت مشتری ترجیحی
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری بازاریابی و مدیریت بازار
چکیده انگلیسی


• This paper discusses how a firm can become preferred customer.
• Customer attractiveness and supplier satisfaction are important in attaining preferential resource allocation from suppliers.
• We introduce customer attractiveness and supplier satisfaction as distinct conceptual constructs.
• The impact of customer attractiveness on preferential resource allocation is significantly mediated by supplier satisfaction.

This paper discusses how a firm can become preferred customer, defined as a particular buying firm to whom the supplier allocates better resources than less preferred buyers. Two concepts play a central role for a firm aiming to become preferred customer: (i) customer attractiveness and (ii) supplier satisfaction. However, the current literature still lacks a clear discussion on the conceptual differences between these constructs and their attributes and is ambiguous with regard to the relationships between the concepts. This study addresses these shortcomings. We examine customer attractiveness and supplier satisfaction as distinct conceptual variables and test how these constructs relate to each other and to preferred customer status. We build upon practitioner input and survey data from 91 suppliers to do so. Our analyses show that the impact of customer attractiveness on preferential resource allocation from suppliers is significantly mediated by supplier satisfaction. These findings expand the current understanding of these concepts. In addition, our findings might help managers better evaluate their relationships with suppliers and align their strategies accordingly to obtain better resources from their suppliers.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Industrial Marketing Management - Volume 54, April 2016, Pages 129–140
نویسندگان
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