Call for papers for special issue IMM Industrial Marketing Management
Deadline: NOVEMBER 1st, 2011
Customer attractiveness, supplier satisfaction and customer value:
Changing the perspective in industrial marketing, purchasing and innovation
Buyer-supplier collaboration has become a common inter-organizational structure. However, not always the supplier is interested in collaborating with a particular buyer, because the latter is none of its "preferred customers". This special issue collects papers exploring the novel challenge some buying firms face in becoming a preferred customer. Being an attractive customer, ensuring supplier satisfaction and mutually creating value could become cornerstones in explaining this trend. From an organizational scholar's perspective an interesting issue could be testing the intra-organizational pre-conditions for such an inversion of the perspective (buyers competing for suppliers, rather than the other way round). Also, from the perspective of a relational view on strategic management customer attractiveness poses novel chances and challenges.
Themes
• Understanding and increasing customer attractiveness, e.g. factors influencing perceived customer attractiveness and theories helping to explain the phenomenon. How to become a preferred customer?
• Profiting from being a preferred customer, e.g. testing the influence of customer attractiveness on logistics, quality and innovation performance as well as strategic positioning. What are the strategic consequences out of a trend towards supplier scarcity and competition between buyers for privileged access to vendors?
• Understanding supplier satisfaction and its antecedents and consequences, including relationship discontinuation.
More information and the complete call can be found at Industrial Marketing Management's homepage under http://www.elsevier.com/framework_products/promis_misc/cfp_imm0211.pdf
Prof. Dr. habil. Holger Schiele
Professor of Technology Management - Innovation of Operations | School of Management and Governance | University of Twente | P.O. Box 217 NL-7500 AE Enschede | The Netherlands | h.schiele@utwente.nl | phone +31 53 489 5615 | fax +31 53 489 2159 | homepage
University of Twente selected as one of the four global "Centre of Excellence in Purchasing Research and Education"