University of Twente Student Theses
Dyadic Perception Asymmetry in Buyer-Supplier Relationships: Influences on the Buyer’s Overestimation of Preferred Customer Status
Laurenz, J. (2016) Dyadic Perception Asymmetry in Buyer-Supplier Relationships: Influences on the Buyer’s Overestimation of Preferred Customer Status.
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| Abstract: | Recently, an increasing number of firms employ new supply chain management practices. Resulting from that, research focused on new ways to gain a competitive edge. The concept of being core suppliers’ preferred customer received increasing attention in this research avenue. The aim of this paper is to find out what factors affect the different perceptions of preferred customer status (PCS) by buyer and supplier as previous literature recently called for more dyadic research on differing perceptions by actors involved in supply chain relationships. Main focus of this study is placed on the buyer’s overestimation of PCS. The method employed to determine the influences of several relational and environmental variables on the overestimation of PCS was partial least squares path modelling. Further insights were derived from two additional models relating the variables to the buyer’s underestimation of the firm’s customer status as well as to the average deviation of perceived PCS by buyer and supplier. The results show great influences of relational capital, namely trust on deviations of perceived customer status and present evidence of a “dark side” of relational capital in buyer-supplier relationships. On the other hands the results show that dependence seemingly has no influence on differing perceptions of preferred customer status. |
| Item Type: | Essay (Master) |
| Faculty: | BMS: Behavioural, Management and Social Sciences |
| Subject: | 85 business administration, organizational science |
| Programme: | Business Administration MSc (60644) |
| Link to this item: | https://purl.utwente.nl/essays/71599 |
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