Matches in SemOpenAlex for { <https://semopenalex.org/work/W4380182407> ?p ?o ?g. }
- W4380182407 endingPage "115" @default.
- W4380182407 startingPage "100" @default.
- W4380182407 abstract "Achieving preferred customer status with suppliers helps startups to mobilize suppliers' resources. However, in purchasing, startups also compete against large buyers for suppliers' resources. Furthermore, their newness is a liability that suppliers find unattractive. Consequently, attracting and maintaining relationships is a challenge for startups' procurement. This paper investigates the strategies that startups use to attract large suppliers, improve mutual business relationships, and receive preferential supplier treatment. Based on the preferred customership literature and world café data from 15 startup buyers and suppliers, we identified seven factors that explain how startups attract suppliers, maintain relationships with them, and achieve preferred customer status. These factors are strategic compatibility, innovation potential, startup network, credible growth opportunity, profitability, memorable experiences, and purchaser sellership." @default.
- W4380182407 created "2023-06-11" @default.
- W4380182407 creator A5018212893 @default.
- W4380182407 creator A5063341644 @default.
- W4380182407 creator A5070347177 @default.
- W4380182407 date "2023-08-01" @default.
- W4380182407 modified "2023-09-27" @default.
- W4380182407 title "How startups become attractive to suppliers and achieve preferred customer status: Factors influencing the positioning of young firms" @default.
- W4380182407 cites W1520126725 @default.
- W4380182407 cites W1583816823 @default.
- W4380182407 cites W2002417460 @default.
- W4380182407 cites W2005882205 @default.
- W4380182407 cites W2023459666 @default.
- W4380182407 cites W2033842093 @default.
- W4380182407 cites W2041178487 @default.
- W4380182407 cites W2044158896 @default.
- W4380182407 cites W2044822197 @default.
- W4380182407 cites W2045194912 @default.
- W4380182407 cites W2053103249 @default.
- W4380182407 cites W2058394241 @default.
- W4380182407 cites W2062254907 @default.
- W4380182407 cites W2073229176 @default.
- W4380182407 cites W2078215263 @default.
- W4380182407 cites W2079998217 @default.
- W4380182407 cites W2085456955 @default.
- W4380182407 cites W2086603248 @default.
- W4380182407 cites W2088172132 @default.
- W4380182407 cites W2092081844 @default.
- W4380182407 cites W2093256291 @default.
- W4380182407 cites W2110672626 @default.
- W4380182407 cites W2115561142 @default.
- W4380182407 cites W2116607667 @default.
- W4380182407 cites W2128488635 @default.
- W4380182407 cites W2146587756 @default.
- W4380182407 cites W2165041965 @default.
- W4380182407 cites W2343728077 @default.
- W4380182407 cites W2431660566 @default.
- W4380182407 cites W2568468791 @default.
- W4380182407 cites W2611558618 @default.
- W4380182407 cites W2626912979 @default.
- W4380182407 cites W2780779040 @default.
- W4380182407 cites W2788825408 @default.
- W4380182407 cites W2792293636 @default.
- W4380182407 cites W2792507122 @default.
- W4380182407 cites W2792878976 @default.
- W4380182407 cites W2895814280 @default.
- W4380182407 cites W2908473219 @default.
- W4380182407 cites W2910769249 @default.
- W4380182407 cites W2947111610 @default.
- W4380182407 cites W2964289703 @default.
- W4380182407 cites W3024865002 @default.
- W4380182407 cites W3075892218 @default.
- W4380182407 cites W3108582019 @default.
- W4380182407 cites W3116722066 @default.
- W4380182407 cites W3160133830 @default.
- W4380182407 cites W3165667841 @default.
- W4380182407 cites W3166015488 @default.
- W4380182407 cites W3174154229 @default.
- W4380182407 cites W3194836019 @default.
- W4380182407 cites W4200002988 @default.
- W4380182407 cites W4200313030 @default.
- W4380182407 cites W810112995 @default.
- W4380182407 doi "https://doi.org/10.1016/j.indmarman.2023.05.024" @default.
- W4380182407 hasPublicationYear "2023" @default.
- W4380182407 type Work @default.
- W4380182407 citedByCount "0" @default.
- W4380182407 crossrefType "journal-article" @default.
- W4380182407 hasAuthorship W4380182407A5018212893 @default.
- W4380182407 hasAuthorship W4380182407A5063341644 @default.
- W4380182407 hasAuthorship W4380182407A5070347177 @default.
- W4380182407 hasBestOaLocation W43801824071 @default.
- W4380182407 hasConcept C10138342 @default.
- W4380182407 hasConcept C129361004 @default.
- W4380182407 hasConcept C144133560 @default.
- W4380182407 hasConcept C162853370 @default.
- W4380182407 hasConcept C201650216 @default.
- W4380182407 hasConcept C2778813691 @default.
- W4380182407 hasConcept C40700 @default.
- W4380182407 hasConceptScore W4380182407C10138342 @default.
- W4380182407 hasConceptScore W4380182407C129361004 @default.
- W4380182407 hasConceptScore W4380182407C144133560 @default.
- W4380182407 hasConceptScore W4380182407C162853370 @default.
- W4380182407 hasConceptScore W4380182407C201650216 @default.
- W4380182407 hasConceptScore W4380182407C2778813691 @default.
- W4380182407 hasConceptScore W4380182407C40700 @default.
- W4380182407 hasLocation W43801824071 @default.
- W4380182407 hasOpenAccess W4380182407 @default.
- W4380182407 hasPrimaryLocation W43801824071 @default.
- W4380182407 hasRelatedWork W1966649378 @default.
- W4380182407 hasRelatedWork W2040407859 @default.
- W4380182407 hasRelatedWork W2080204270 @default.
- W4380182407 hasRelatedWork W2359865258 @default.
- W4380182407 hasRelatedWork W2600568439 @default.
- W4380182407 hasRelatedWork W2991881764 @default.
- W4380182407 hasRelatedWork W2996699054 @default.
- W4380182407 hasRelatedWork W3044673362 @default.
- W4380182407 hasRelatedWork W4226478215 @default.
- W4380182407 hasRelatedWork W4323896631 @default.