The strategic use of attractiveness in the buyer-supplier relationship: a framework

Anna Aminoff, Kari Tanskanen

Research output: Chapter in Book/Report/Conference proceedingConference article in proceedingsScientificpeer-review

Abstract

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.
Original languageEnglish
Title of host publicationProceedings of the 23rd Annual IPSERA Conference, 2014
Publication statusPublished - 2014
MoE publication typeA4 Article in a conference publication
Event23rd IPSERA Conference - Pretoria, South Africa
Duration: 13 Apr 201416 Apr 2014
Conference number: 23

Conference

Conference23rd IPSERA Conference
CountrySouth Africa
CityPretoria
Period13/04/1416/04/14

Fingerprint

Attractiveness
Buyer-supplier relationships
Attraction
Multiple case study
Resources
Social exchange theory
Supplier relationships
Managers
Value creation

Keywords

  • buyer-supplier relationships
  • customer attracton
  • social exchange theory
  • supplier relationship management

Cite this

Aminoff, A., & Tanskanen, K. (2014). The strategic use of attractiveness in the buyer-supplier relationship: a framework. In Proceedings of the 23rd Annual IPSERA Conference, 2014
Aminoff, Anna ; Tanskanen, Kari. / The strategic use of attractiveness in the buyer-supplier relationship: a framework. Proceedings of the 23rd Annual IPSERA Conference, 2014. 2014.
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Aminoff, A & Tanskanen, K 2014, The strategic use of attractiveness in the buyer-supplier relationship: a framework. in Proceedings of the 23rd Annual IPSERA Conference, 2014. 23rd IPSERA Conference, Pretoria, South Africa, 13/04/14.

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 proceedingConference article in proceedingsScientificpeer-review

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Aminoff A, Tanskanen K. The strategic use of attractiveness in the buyer-supplier relationship: a framework. In Proceedings of the 23rd Annual IPSERA Conference, 2014. 2014