AN ASSESSMENT OF SUPPLIER - CUSTOMER RELATIONSHIPS

This research develops a classification framework of supplier‐customer relationships. Data were collected from active relationship managers and provided the empirical basis for the classification scheme. The resulting relationships were classified into seven groups. Names for each type of relationsh...

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Bibliographic Details
Published inJournal of business logistics Vol. 25; no. 1; pp. 25 - 62
Main Authors Rinehart, Lloyd M., Eckert, James A., Handfield, Robert B., Page Jr, Thomas J., Atkin, Thomas
Format Journal Article
LanguageEnglish
Published Oxford, UK Blackwell Publishing Ltd 01.03.2004
Subjects
Alliances
Classification schemes
Contractual Relationships
Cooperatives
Customer relations
Customer Relationships
Customer services
Internal customers
Joint ventures
Partnering
Partnerships
Studies
Supplier Relationships
Suppliers
Supply chains
Vendor supplier relations
Vertical markets
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Summary:This research develops a classification framework of supplier‐customer relationships. Data were collected from active relationship managers and provided the empirical basis for the classification scheme. The resulting relationships were classified into seven groups. Names for each type of relationship were developed based on a set of Delphi group responses.
Bibliography:istex:C978A8A7C3C6F61AD7AED3FCA811C2103ED16E05
ArticleID:JBL169
ark:/67375/WNG-4T39NFVW-W
is an Associate Professor of Marketing and Logistics in the College of Business Administration at The University of Tennessee, Knoxville. He earned his Ph.D. in Logistics at the University of Tennessee, Knoxville. His current research interests include theory and practical applications of the negotiation process used in creating transactions, and managing relationships between suppliers and customers. His work has appeared in the
International Journal of Operations and Production Management
is an Assistant Professor of Marketing at Western Michigan University. He received his BA and Ph.D. in marketing from Michigan State University. He has researched and published on such topics as customer service, managing conflict in business‐to‐business relationships, adaptive selling, effective teaching methods in sales, and strategies for success in sales/relationship management.
Thomas J. Page, Jr.
Decision Sciences
Journal of Marketing, Journal of Marketing Research, Journal of Business Research, Journal of Advertising
Journal of Operations Management
Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Marketing Channels, Journal of Marketing Education, Journal of Business Logistics, International Journal of Physical Distribution and Logistics Management, Transportation Journal
European Journal of Marketing
and the
.
James A. Eckert
and Area Editor (Supply Chain Management) for
is an Assistant Professor at Sonoma State University, specializing in Supply Chain Management. He earned his Ph.D. from Michigan State University. His research interests include: the impact of the negotiation process on customer‐supplier relationships, management of longterm relationships, and supplier development.
Thomas S. Atkin
(Ph.D., University of North Carolina, Chapel Hill) is the Bank of America Distinguished University Professor of Supply Chain Management in the College of Management at North Carolina State University. He is also the Director of the Supply Chain Resource Consortium at NC State. His research focuses on field research with firms deploying supply chain management strategies, supplier development, and B2B e‐commerce. He has numerous publications in leading academic journals. In addition, he is Editor of the
Robert B. Handfield
is an Associate Professor of Marketing in the Eli Broad College of Business at Michigan State University. He earned his Ph.D. in Marketing at The Ohio State University. His current research interests include buyer behavior theory, research methods, and negotiation process applications. His work has appeared in the
Lloyd M. Rinehart
ISSN:0735-3766
2158-1592
DOI:10.1002/j.2158-1592.2004.tb00169.x