Supplier relational behavior: an empirical assessment

Article Abstract:

This study examines relational behavior in business markets, focusing specifically on the extent to which relational behavior by suppliers influences the quality of their relationships with buyers as well as their sales performance with those buyers. Findings from a study involving 454 organizations suggest that several relational behaviors have a significant influence on relationship quality, and that relationship quality, in turn, has a significant influence on the share of business enjoyed by suppliers. Interestingly, the effects of both relational behavior and relationship quality depend on the age of the buyer-supplier relationship as well as the importance of the supplier's offering. (Reprinted by permission of the publisher.)

Business-to-business market, Business to business market

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Marketing's lead role in quality

Article Abstract:

This article maintains that many industrial firms' lack of success in achieving customer satisfaction and profitability may be attributed to their continued orientation to the sales-buying concept. It specifies the marketing concepts as an appropriate strategy and proposes adoption of the total quality concept as critical to its succesful application. The quality function deployment process is presented as a mechanism both for determining exchange partner requirements and assuring conformance to those requirements, and we propose that the marketing function have a leadership role in administering the process. (Reprinted by permission of the publisher.)

Methods, Marketing, Quality control, Marketing management, Industrial management

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JIT procurement and relationship marketing

Article Abstract:

A growing number of U.S. manufacturers and their suppliers are shifting from adversarial to cooperative exchange attitudes with a focus on long-term relationships rather than the individual transaction. A recent operational philosophy believed to epitomize the relational model is the just-in-time supplier-customer exchange concept. This paper describes the relational nature of this concept, proposes certain relational variables believed to be influenced by its adoption, and presents the results of an exploratory study of industry practice which tests the hypothesized relationships. (Reprinted by permission of the publisher.)

Just in time inventory systems, Just in time systems

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