University of Twente Student Theses
How to obtain a Preferred Customer Status with Key Suppliers and its Influence on Sustainability in Buyer-supplier Relationships – a Dyadic Case Study
Velde, Tim van der (2022) How to obtain a Preferred Customer Status with Key Suppliers and its Influence on Sustainability in Buyer-supplier Relationships – a Dyadic Case Study.
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| Abstract: | In a setting of increasing supplier scarcity and continuous dependence on suppliers for sustainability, a strategic role for purchasing to contribute to a competitive advantage arises. This study explores how a buyer can achieve a preferred customer status with key suppliers and the influence of a preferred customer status on sustainability in buyer-supplier relationships. In this exploration, qualitative data was collected through semi-structured interviews with two manufacturing companies and multiple of their key suppliers. It was found that assurance of operative excellence, creation of relational value, growth opportunity, reliability, long-term orientation and purchasing volume are the main drivers of a preferred customer status. Furthermore, the study identified that a preferred customer can obtain a closer relationship, access to innovations, favorable pricing and cost savings, operative benefits, customer support, supplier flexibility and supply security, and that these benefits contribute to the buying firm’s economic sustainability. It was discovered that preferred customers often offer the most potential return of sustainability initiatives and that sustainability can be a determining factor in the race for a preferred customer status. The findings of this study confirm and extent existing research on preferred customer status and sustainability in buyer-supplier relationships, and provide practical implications for Company X and Company Y. |
| 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: | https://purl.utwente.nl/essays/91378 |
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