Matches in SemOpenAlex for { <https://semopenalex.org/work/W2862351271> ?p ?o ?g. }
- W2862351271 endingPage "367" @default.
- W2862351271 startingPage "347" @default.
- W2862351271 abstract "Purpose The purpose of this paper is to shed light on the dynamics of buyer–supplier industrial relationships and the role of customer attractiveness—a requisite to obtain best efforts from suppliers involved in collaborative initiatives. Design/methodology/approach The paper develops a theoretical framework tested through an international survey with a structured equation modeling approach. Findings Results confirm that customer attractiveness positively affects both innovation and cost performance ensured by suppliers. Moreover, several direct and indirect antecedents of customer attractiveness are identified, including characteristics of the buying firm’s procurement department (i.e. procurement knowledge and procurement status) and supply chain relationship characteristics (i.e. proficiency of supplier collaboration and visibility). Research limitations/implications Because of the survey approach, the research results are limited to the data collected. Practical implications Findings support the relevance of collaborative relationships in improving performance, and the key role procurement department could play in managing the multifaceted aspects of supplier collaboration. Originality/value This paper investigates, on the one hand, why customer attractiveness is relevant for supply chain management, and what are the effects on innovation and cost performance ensured by suppliers; on the other hand, antecedents of customer attractiveness are considered, with a main focus on organizational and relational procurement variables." @default.
- W2862351271 created "2018-07-19" @default.
- W2862351271 creator A5031893206 @default.
- W2862351271 creator A5042802840 @default.
- W2862351271 creator A5069051324 @default.
- W2862351271 creator A5079711206 @default.
- W2862351271 date "2018-07-11" @default.
- W2862351271 modified "2023-10-18" @default.
- W2862351271 title "Attraction in buyer–supplier relationships" @default.
- W2862351271 cites W1010337421 @default.
- W2862351271 cites W1491351879 @default.
- W2862351271 cites W1520126725 @default.
- W2862351271 cites W1566898764 @default.
- W2862351271 cites W1572720389 @default.
- W2862351271 cites W1596373123 @default.
- W2862351271 cites W1605846525 @default.
- W2862351271 cites W1781897283 @default.
- W2862351271 cites W1793487741 @default.
- W2862351271 cites W1947684173 @default.
- W2862351271 cites W1963427355 @default.
- W2862351271 cites W1965553686 @default.
- W2862351271 cites W1974348352 @default.
- W2862351271 cites W1978092822 @default.
- W2862351271 cites W1979634528 @default.
- W2862351271 cites W1980744525 @default.
- W2862351271 cites W1981779186 @default.
- W2862351271 cites W1982082373 @default.
- W2862351271 cites W1988050849 @default.
- W2862351271 cites W1988352921 @default.
- W2862351271 cites W1991255497 @default.
- W2862351271 cites W1992065451 @default.
- W2862351271 cites W1995616660 @default.
- W2862351271 cites W2003825788 @default.
- W2862351271 cites W2004852259 @default.
- W2862351271 cites W2005882205 @default.
- W2862351271 cites W2006485517 @default.
- W2862351271 cites W2008797455 @default.
- W2862351271 cites W2009308332 @default.
- W2862351271 cites W2010399197 @default.
- W2862351271 cites W2010643668 @default.
- W2862351271 cites W2012824815 @default.
- W2862351271 cites W2014920277 @default.
- W2862351271 cites W2015194671 @default.
- W2862351271 cites W2020470202 @default.
- W2862351271 cites W2023459666 @default.
- W2862351271 cites W2024218294 @default.
- W2862351271 cites W2031130265 @default.
- W2862351271 cites W2033670597 @default.
- W2862351271 cites W2036401271 @default.
- W2862351271 cites W2038324270 @default.
- W2862351271 cites W2038613104 @default.
- W2862351271 cites W2040407859 @default.
- W2862351271 cites W2040869451 @default.
- W2862351271 cites W2045723266 @default.
- W2862351271 cites W2050662267 @default.
- W2862351271 cites W2052194544 @default.
- W2862351271 cites W2057264785 @default.
- W2862351271 cites W2058394241 @default.
- W2862351271 cites W2058626966 @default.
- W2862351271 cites W2059412391 @default.
- W2862351271 cites W2060323170 @default.
- W2862351271 cites W2062254907 @default.
- W2862351271 cites W2064577608 @default.
- W2862351271 cites W2073675359 @default.
- W2862351271 cites W2074048791 @default.
- W2862351271 cites W2075559932 @default.
- W2862351271 cites W2077757280 @default.
- W2862351271 cites W2077891291 @default.
- W2862351271 cites W2078657961 @default.
- W2862351271 cites W2079998217 @default.
- W2862351271 cites W2084908477 @default.
- W2862351271 cites W2086603248 @default.
- W2862351271 cites W2086618623 @default.
- W2862351271 cites W2087019487 @default.
- W2862351271 cites W2087733608 @default.
- W2862351271 cites W2089612262 @default.
- W2862351271 cites W2092081844 @default.
- W2862351271 cites W2093256291 @default.
- W2862351271 cites W2093651004 @default.
- W2862351271 cites W2108795964 @default.
- W2862351271 cites W2110672626 @default.
- W2862351271 cites W2115908788 @default.
- W2862351271 cites W2121399149 @default.
- W2862351271 cites W2122912498 @default.
- W2862351271 cites W2124656750 @default.
- W2862351271 cites W2139528800 @default.
- W2862351271 cites W2145708210 @default.
- W2862351271 cites W2147286226 @default.
- W2862351271 cites W2149230285 @default.
- W2862351271 cites W2152008727 @default.
- W2862351271 cites W2161755031 @default.
- W2862351271 cites W2161761814 @default.
- W2862351271 cites W2165977174 @default.
- W2862351271 cites W2201802571 @default.
- W2862351271 cites W2294295891 @default.
- W2862351271 cites W2528510649 @default.
- W2862351271 cites W3121332032 @default.
- W2862351271 cites W4230637740 @default.