Antecedents and benefits of the preferred customer satus : a case study with the world’s biggest producer of enclosure systems

Driedger, T. (2015) Antecedents and benefits of the preferred customer satus : a case study with the world’s biggest producer of enclosure systems.

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Abstract:In recent years, the concept of the preferred customer status has gained an increased amount of interest. Since companies have to face increased global competition paired with supplier scarcity, firms try to reap a competitive advantage by being more attractive to their suppliers than their competitors are in order to gain preferential treatment. However, most scientific literature takes a more theoretical stance at the concept of preferred customer status. Therefore, a multiple case study with X and three of its key suppliers is conducted in this research in order to identify benefits and antecedents reaped from the preferred customer status. The findings strengthen the existing body of knowledge by confirming several antecedents, benefits and drivers of the preferred customer status which have been previously found by other scholars. Among others, a high purchasing volume is classified among the most influential factors regarding customer attractiveness. Furthermore, having a long-term relationship with the supplier is one of the drivers of achieving the preferred customer status. Concerning the benefits of the preferred customer status, this study reinforces many factors found in the previous literature, such as, among others, shorter lead times and an increased service offering by the supplier. While this case study is conducted on a rather small scale, conducting similar case studies in the future might strengthen the scientific groundwork of the preferred customer status, giving purchasing managers a handbook on how to obtain the preferred customer status with their key suppliers.
Item Type:Essay (Bachelor)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:85 business administration, organizational science
Programme:Business Administration BSc (56834)
Link to this item:http://purl.utwente.nl/essays/68732
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