Collaborative buyer–supplier relationships and downstream information in marketing channels

Claro, Danny Pimentel; Claro, Priscila Borin de Oliveira

doi:10.1016/j.indmarman.2009.03.009

Cited by 81 publications

(38 citation statements)

References 57 publications

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“…Cooperation happens when the behaviour of the partners is centred on searching together for solutions that satisfy the concerns and goals of both, which characterizes a win-win relationship with mutual transactional benefits (Anderson and Narus, 1990;Bobot, 2011;Claro and Claro, 2010;Morgan and Hunt, 1994;Lacoste, 2012). Communication refers to information that circulates between the partners in a Downstream or Upstream direction.…”

Section: Source: Authors' Own Elaborationmentioning

confidence: 99%

“…Communication refers to information that circulates between the partners in a Downstream or Upstream direction. In the first case, the information is related with the consumers´ demands, which is important for the producer to satisfy the current and future expectations of the customer (Claro and Claro, 2010;Fournier and Mick, 1999). A continuous communication between both parties helps prevent, support and solve problems and align the perceptions and expectations of both of them (Fynes, De Búrca, and Marshall, 2004;Morgan and Hunt, 1994).…”

Section: Source: Authors' Own Elaborationmentioning

confidence: 99%

See 1 more Smart Citation

Relationship Quality Between Portuguese Wine Producers and Chinese Distributors Insight and Recommendations

Loureiro

Cunha

2017

The Wine Value Chain in China

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Section: Source: Authors' Own Elaborationmentioning

confidence: 99%

Section: Source: Authors' Own Elaborationmentioning

confidence: 99%

Relationship Quality Between Portuguese Wine Producers and Chinese Distributors Insight and Recommendations

Loureiro

Cunha

2017

The Wine Value Chain in China

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“…Pośrednikami są dystrybutorzy, usługodawcy, inne przedsiębiorstwa produkcyjne 20 . Konfiguracje pośredników tworzą sieci dystrybucji, przez które producent dostarcza swoje produkty i usługi 21 .…”

Section: Struktura łAńcucha Dostaw Z Perspektywy Zintegrowanych Rozwiunclassified

“…"Logistyka", nr 5, 2014, s. 2059-2066. 20 Ciesielski M.: Zarządzanie łańcuchami dostaw. PWE, Warszawa 2011.…”

Section: Struktura łAńcucha Dostaw Z Perspektywy Zintegrowanych Rozwiunclassified

Supply chain of product-service solutions – case study

Matusek

2017

SPSUTOM

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“…As a by-product of their channel function, distributors process a substantial volume and variety of information (Coughlan et al, 2006;Frazier et al, 2009;Pimentel Claro and Oliveira Claro, 2010). …”

Section: Distributors Information and Plmmentioning

confidence: 99%

Product Life‐Cycle Management and Distributor Contribution to New Product Development

Restuccia¹,

Brentani²,

Legoux³

et al. 2015

J of Product Innov Manag

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After the initial launch of a new product, distributors are frequently among the first to learn about product-related problems through the information they get about how it is perceived and used by customers, and how it might be improved or adapted for broader market coverage. For producers, such information, which has the potential to impact new product development (NPD) activities during the product lifecycle management (PLM) phase that follows launch, can be decisive for ensuring the continued viability of the product in the medium-to-longer term. The goal of this article is to better understand how distributors contribute to producer PLM activities by engaging in product-related information processing. A typology of four distinct scenarios is developed by integrating three conceptual themes: organizational information processing, dynamic capabilities, and task complexity. Each scenario results from the interplay of the distributor's level (low/high) of capability-specifically, a combination of information coordination and management of inter-organization relations-and of the degree (low/high) of complexity of the product-related problem. The four scenarios are analysed and described in terms of NPD-related information processing. According to the typology, distributors act as 'problem informers' (low capability/high complexity), 'solution advisors' (low capability/low complexity), 'solution implementers' (high capability/low complexity) or 'solution managers' (high capability/high complexity). 14 in-depth interviews with distributors and producers in industrial goods provide empirical evidence for the analysis, description and support of each scenario. The article contributes to NPD by shedding light on the role of distributors in terms of incremental innovation in the context of PLM. Developers of new products can use the typology in planning for distributor involvement in PLM activities; distributors can use it to map out their current and future level of engagement in PLM-related activities. Practitioner Points The typology developed in this article identifies four ways in which distributors contribute to incremental innovation during product lifecycle management (PLM).  Distributors act as problem informers, solution advisors, solution implementers and solution managers, depending on the combination of level of distributor capability and level of product complexity.  Developers of new products can use the typology in planning for distributor involvement in PLM activities depending on whether they are looking for information about productrelated problems to be solved or input about ways to address these problems.  Distributors can use the typology to map out current and future level of engagement in PLM-related activities as part of their quest for competitive differentiation and control over customer relations. IntroductionAfter a new product is launched, distributors are at the forefront to inform producers about problems they identify through the feedback they receive from customers about ...

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Collaborative buyer–supplier relationships and downstream information in marketing channels

Cited by 81 publications

References 57 publications

Relationship Quality Between Portuguese Wine Producers and Chinese Distributors Insight and Recommendations

Relationship Quality Between Portuguese Wine Producers and Chinese Distributors Insight and Recommendations

Supply chain of product-service solutions – case study

Product Life‐Cycle Management and Distributor Contribution to New Product Development

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