Measuring customer attractiveness

Rocca, Antonella; Caruana, Albert; Snehota, Ivan

doi:10.1016/j.indmarman.2012.10.008

Cited by 64 publications

(74 citation statements)

References 48 publications

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“…Although customer attractiveness and supplier satisfaction are clearly related, the conceptual delineation between these constructs has proved to be challenging in the current literature (La Rocca, Caruana & Snehota, 2012). For example, although most studies refer to customer attractiveness as an expectation of certain benefits, Mortensen and Arlbjørn (2012, p. 162 and 164) discuss customer attractiveness as perceived benefits.…”

Section: Discussion Of Findings and Contributions To The Literaturementioning

confidence: 99%

“…In addition, scholars describe contradicting conceptual relationships between these concepts. For example, La Rocca, Caruana, andSnehota (2012, p. 1242) explain that attractiveness not only precedes trust but also is "an important part of maintaining trustworthiness and to establish satisfaction". However, Hald (2012Hald ( , p. 1238) describe a reverse relationship between these concepts in his research by explaining how a change in the levels of supplier satisfaction can lead to "overall changes in the distribution of customer attractiveness."…”

Section: Discussion Of Findings and Contributions To The Literaturementioning

confidence: 99%

“…However, the conceptual delineation between these constructs has proved to be challenging in the current literature (La Rocca, Caruana & Snehota, 2012). Consequently, the current literature still is ambiguous with regard to the relationships between these concepts.…”

Section: Preferential Resource Allocation and Its Antecedentsmentioning

confidence: 99%

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The competition for supplier resources

Pulles¹

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Section: Discussion Of Findings and Contributions To The Literaturementioning

confidence: 99%

Section: Discussion Of Findings and Contributions To The Literaturementioning

confidence: 99%

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The competition for supplier resources

Pulles¹

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“…• Buyer-supplier communication (BCM): This refers to the information availability and visibility maintained from both the sides (Nollet et al, 2012;Hüttinger et al, 2012;La Rocca et al, 2012;Yeniyurt et al, 2014).…”

Section: • Mutual Visits By Competent Personnel (Mcp)mentioning

confidence: 99%

Analysis of suppliers' preferences to a manufacturer using Kano model and performance value analysis

Kumar

Routroy

2017

IJBSR

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Abstract:The approaches to achieve competitive advantages have not been actively extended along the manufacturing supply chains, as most of them are practiced in competitively putting efforts to achieve the customer satisfaction alone. Conventionally, the suppliers' outlook has been mostly ignored by the supply chains without imparting the essential emphasis what it aptly deserves. Moreover, majority of the manufacturers along the supply chains have feeble supply bases and are seriously struggling to put forth a healthy competition. This is due to negligence in accounting the extraneous influence of supplier satisfaction construct which can eventually position a manufacturer as a preferred customer. Considering the above discussed issues, there are no specific studies available in the published literature to systematically capture, plan and manage supplier's perceptions, expectations and attractions which lead to supplier satisfaction. Thus, the current study is an attempt to resolute through an approach using Kano model and performance value analysis.

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“…Customer attractiveness is the ex-ante situation where a customer has to attract the interest of a supplier in order to interact with that supplier (Hald, 2012;Hüttinger et al, 2012;La Rocca et al, 2012). The supplier will evaluate the expected attractiveness of the customer using the customer attractiveness dimensions.…”

Section: Literature Reviewmentioning

confidence: 99%