The role of relationship quality in the stratification of vendors as perceived by customers

Article Abstract:

Companies implement preferred supplier programs to reduce their vendor relationships to a reasonable few. Consequently, vendors who do not effectively manage their customer-based relationships are strong candidates for deletion from a customer's list of long-term suppliers. The emergence of preferred supplier programs suggests that businesses are beginning to formally recognize and reward differences between their qualified vendors. Vendor stratification is proposed as a framework for understanding the evolution of preferred vendor programs. With the growing interest in relationship marketing, a study was conducted to empirically examine the extent to which businesses use relationship quality perceptions to differentiate their qualified vendors. The findings support the notion that relationship quality is a higher-order construct that can be used as a basis for developing vendor stratification systems. The article concludes with a discussion of the managerial and research implications of the study findings. (Reprinted by permission of the publisher.)

Customer Relations, Business-to-business market, Business to business market, Distributors (Commerce)

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A test of the convergent validity of self-explicated and decompositional conjoint measurement

Article Abstract:

An experiment was conducted to assess the convergent validity of a recently proposed conjunctive-compensatory self-explicated approach to conjoint measurement. A comparison of the self-explicated approach with the full profile conjoint method demonstrated that the self-explicated approach (1) was inconsistent in the identification of acceptable and unacceptable stimuli, and (2) did not exhibit a high degree of convergent validity with respect to part-worth and importance estimates when compared with the full profile approach. These findings identify potential problems with the conjunctive-compensatory self-explicated approach to conjoint measurement. (Reprinted by permission of the publisher.)

Analysis, Industrial research

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Useful component analysis: graphical views of marketing data

Article Abstract:

The authors present a proof demonstrating the relationship between general components and Fourier series. The process allows the inspection of all general components, not just principal components. The usefulness of Fourier plots for investigating general component structures is shown, and marketing applications of scale analysis, discriminant analysis, and classification analysis are presented. (Reprinted by permission of the publisher.)

Fourier analysis, Principal components analysis, Fourier series

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