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The effect of customer attractiveness and supplier satisfaction on the preferred customer status in the context of public procurement

Sahbaz, Adin (2019) The effect of customer attractiveness and supplier satisfaction on the preferred customer status in the context of public procurement.

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Abstract:Public buying organizations are usually ‘’restricted’’ by the public procurement law to engage in long-term relationships with their suppliers. They have to follow the public procurement law and its objectives. This means that a buyer-supplier relationship in the public context is not easily build up. However, how can public buying organizations still gain and maintain access to capable suppliers and their resources and still follow the public procurement law? The necessary condition for this is supplier satisfaction and customer attractiveness. This research replicates and extends the previous empirical research on supplier satisfaction. Additionally, this study has been done in the public ICT context to test the relational antecedents for supplier satisfaction and customer attractiveness. The findings indicate that financial terms and operative excellence have significant relationships with customer attractiveness. Furthermore, relational behavior has a significant relationship with supplier satisfaction. Also customer attractiveness has positive significant relationship with supplier satisfaction and the preferred customer status.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:85 business administration, organizational science, 88 social and public administration
Programme:Business Administration MSc (60644)
Link to this item:http://purl.utwente.nl/essays/79415
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