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What did buying firms do to outperform other competitors and become the preferred customers of suppliers? – An empirical study from 41 interviews with purchasers and salespersons from various countries.

Phan, Khanh Nhu (2019) What did buying firms do to outperform other competitors and become the preferred customers of suppliers? – An empirical study from 41 interviews with purchasers and salespersons from various countries.

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Abstract:As there is an increasingly cutthroat competition among buying firms for the best suppliers to attain sustained competitive advantage, this paper attempted to apply qualitative research of 41 interviews from buyers and suppliers from various industries and countries to explain this phenomenon. By unravelling some of the limitations of the previous research on the topic, growth potential and relational behaviour were found as the two most important antecedents to the preferred customer status. This was consolidated by the fact that successful companies tended to focus more on these two compared to their unsuccessful counterparts. Lastly, the existence of cultural issues in international procurement was identified through several testing means, giving the implication that buying firms should cultivate their cultural understanding to improve the relationship with their suppliers for favourable treatments.
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/78412
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