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The preferred customer status : the relevant antecedents in problematic relationships.

Chouman, M. (2018) The preferred customer status : the relevant antecedents in problematic relationships.

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Abstract:Nowadays, the function of purchasing is becoming more and more perceived as a strategic function. Many firms seek competitive advantage by gaining the preferred customer status from their suppliers. However, many firms in practice struggle in attaining and maintaining the preferred customer status. Moreover, there are times where abrupt problems occur in the relationship between buyer and supplier in which the preferred customer status could play a role in mitigating the problems. The current literature of preferred customer status does not elaborate on strategies to deal with mitigation of problems. Furthermore, the literature does not elaborate the relational factors that play a role in those situation. This study aims to fill this gap in literature in a case where problems arise in the relationship between buyer and supplier. This paper will discuss the relevant dimensions of preferred customer status in abrupt problem situations that contribute in achieving and maintaining the preferred customer status. Finally, this study will deliver propositions on how buyers can better satisfy suppliers and improve the chances of becoming a preferred customer. In the end, possibilities about future research will be discussed.
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:http://purl.utwente.nl/essays/74728
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