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AutoUni - Schriftenreihe Ser.: Preferential Customer Treatment by Suppliers : Identifying Benefits and Antecedents by Lisa Hüttinger (2014, Trade Paperback)

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Due to an increased competitive condition in high-skilled supply markets, buying firms increasingly find themselves competing with their rivals for the best suppliers available in a certain field. Due to the scarcity of such suppliers, the latter may not dedicate their resources equally to all customers and become highly selective. As a consequence, buying firms start to recognize that it is essential for future success to secure their key suppliers' benevolence, as suppliers tend to grant their favourite customers a more preferential treatment than they concede to other customers. The research in this thesis is aimed at contributing to and expanding the academic knowledge on preferential customer treatment by suppliers. More specifically, it explores the benefits of preferential customer treatment by suppliers. Motivated by its relevance in practice, special emphasis is put on investigating the antecedents of preferential customer treatment and how suppliers' behaviour can be influenced by buying firms in a beneficial way. On a theoretical level, we deduce customer attractiveness, supplier satisfaction and preferred customer status as determinants of a suppliers' decision-making behaviour regarding the reward of preferential treatment to selected customers. On a more operational level, we identify the drivers of these determinants and show how customer attractiveness, supplier satisfaction and preferred customer status can be fostered by buyers. Through the quantitative and qualitative research performed throughout this dissertation, we researched deeper into the factors influencing supplier behaviour, and were able to unveil valuable results both for practice as well as for theory. This thesis provides a fruitful ground for further research and offers guidelines for buying firms on how to secure preferential treatment by suppliers and to create supply side-induced competitive advantages.

Product Identifiers

Publisher
Logos Verlag Berlin
ISBN-10
3832536493
ISBN-13
9783832536497
eBay Product ID (ePID)
202674495

Product Key Features

Author
Lisa Hüttinger
Publication Name
Preferential Customer Treatment by Suppliers : Identifying Benefits and Antecedents
Format
Trade Paperback
Language
English
Series
Autouni-Schriftenreihe Ser.
Publication Year
2014
Type
Textbook
Number of Pages
187 Pages

Dimensions

Item Length
8.3in
Item Width
5.7in
Item Weight
13.5 Oz

Additional Product Features

Series Volume Number
58
Target Audience
College Audience
Topic
General
Genre
Psychology, Business & Economics

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Picture 1 of 1

AutoUni - Schriftenreihe Ser.: Preferential Customer Treatment by Suppliers : Identifying Benefits and Antecedents by Lisa Hüttinger (2014, Trade Paperback)

About this product

Product Information

Product Identifiers

Product Key Features

Dimensions

Additional Product Features

Best Selling in Textbooks

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