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Antecedents and benefits of supplier satisfaction and the influence of segmentation and status on buyer-supplier relationships : a multi-perspective case study of company X and four of its suppliers

Fischer, Marc (2017) Antecedents and benefits of supplier satisfaction and the influence of segmentation and status on buyer-supplier relationships : a multi-perspective case study of company X and four of its suppliers.

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Abstract:Interest in supplier satisfaction and the awareness of needing to be preferred customer rather than just preferred supplier has risen in recent years. Nevertheless, research so far has mainly focused on quantitative and theoretical analyses. The concepts of segmentation and status have thus far been not more than a side note in conjunction with supplier satisfaction. Therefore, this research involved a qualitative case study of Company X and four of its suppliers. The results confirmed the link of antecedents such as relational and economic factors to supplier satisfaction and the resulting preferred customer status and the benefits associated with it. Geographical factors are suggested as an additional antecedent category. The findings emphasize the importance of reciprocity in business relationships and exchanges. While supplier satisfaction had mostly relational antecedents, segmentation was found to be economic based from a supplier perspective. Status played no decisive role in the cases studied. Instead the occurrence of companies being simultaneously buyer and supplier for each other was found to supersede other factors in terms of influence on supplier satisfaction and especially segmentation, increasing the importance of a company even if it is not otherwise an important supplier.
Item Type:Essay (Bachelor)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:85 business administration, organizational science
Programme:International Business Administration BSc (50952)
Link to this item:http://purl.utwente.nl/essays/72708
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