Abstract
| Original language | English |
|---|---|
| Title of host publication | Proceedings of the 23rd Annual IPSERA Conference, 2014 |
| Publication status | Published - 2014 |
| MoE publication type | A4 Article in a conference publication |
| Event | 23rd IPSERA Conference - Pretoria, South Africa Duration: 13 Apr 2014 → 16 Apr 2014 Conference number: 23 |
Conference
| Conference | 23rd IPSERA Conference |
|---|---|
| Country | South Africa |
| City | Pretoria |
| Period | 13/04/14 → 16/04/14 |
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Keywords
- buyer-supplier relationships
- customer attracton
- social exchange theory
- supplier relationship management
Cite this
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The strategic use of attractiveness in the buyer-supplier relationship: a framework. / Aminoff, Anna; Tanskanen, Kari.
Proceedings of the 23rd Annual IPSERA Conference, 2014. 2014.Research output: Chapter in Book/Report/Conference proceeding › Conference article in proceedings › Scientific › peer-review
TY - GEN
T1 - The strategic use of attractiveness in the buyer-supplier relationship: a framework
AU - Aminoff, Anna
AU - Tanskanen, Kari
PY - 2014
Y1 - 2014
N2 - Customer attraction plays a focal role in gaining "preferred customer" status, in allocating resources and in fostering joint value creation in a relationship. Managers are increasingly interested in developing customer attraction, but they face many challenges. The aim of this paper is to discuss the role of attraction in managing the supplier relationship and to advance a framework for the strategic use of attraction. Another aim is to present practical examples of how this framework can be applied to manage attraction. To develop a framework, social exchange theory is coupled with the literature regarding buyer-supplier relationships. A multiple case study of three buyer-supplier relationships is used to illustrate the framework.
AB - Customer attraction plays a focal role in gaining "preferred customer" status, in allocating resources and in fostering joint value creation in a relationship. Managers are increasingly interested in developing customer attraction, but they face many challenges. The aim of this paper is to discuss the role of attraction in managing the supplier relationship and to advance a framework for the strategic use of attraction. Another aim is to present practical examples of how this framework can be applied to manage attraction. To develop a framework, social exchange theory is coupled with the literature regarding buyer-supplier relationships. A multiple case study of three buyer-supplier relationships is used to illustrate the framework.
KW - buyer-supplier relationships
KW - customer attracton
KW - social exchange theory
KW - supplier relationship management
M3 - Conference article in proceedings
SN - 978-0-620-60348-5
BT - Proceedings of the 23rd Annual IPSERA Conference, 2014
ER -