Dynamics of Buyer-Supplier Co-dependency for Optimizing Functional Efficiency

Prof Rajagopal

No 2007-03-MKT, Marketing Working Papers from Tecnológico de Monterrey, Campus Ciudad de México

Abstract: The performance related issues of buyer-supplier relationship have attracted both the academic and corporate managers. The study attempts to make theoretical contributions to the literature on relationships in marketing channels. Compared with the impact of the often-investigated construct of dependence structure, the impact of channel function performance on relationship quality is relatively large. This study has been conducted in reference to the suppliers of office equipments serving to the industrial accounts in Mexico. The study addresses broadly the issues as to what extent is the impact of quality performance responsible for doing business with the organizational buyers. Discussions also analyze the impact of channel function performance on relationship quality, which is moderated by the extent dependence structure of the relationship.

Keywords: Buyer behavior; supplier performance; co-dependency; supply design; profit optimization; buyer value; market coverage; conformance; supply quality (search for similar items in EconPapers)
JEL-codes: C51 M21 M31 (search for similar items in EconPapers)
Date: 2007-03
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Persistent link: https://EconPapers.repec.org/RePEc:ega:wpaper:200703

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