Accessing Supplier Technology: Being a Customer of Choice Matters

Scott C. Ellis; John W. Henke; Thomas J. Kull

Accessing Supplier Technology: Being a Customer of Choice Matters

Scott C. Ellis, John W. Henke, Thomas J. Kull

Logistics & Supply Chain Management

Research output: Contribution to conference › Presentation

Abstract

We develop a social exchange theory model explaining how buyer NPD practices affect how valuable suppliers perceive buyers to be, which in turn influences suppliers’ relational behaviors. Results show that access to new technology through NPD-related supply management practices is mediated by a buyer being a preferred customer.

Original language	American English
State	Published - Apr 20 2012
Event	Behavioral Management session of the Annual Production and Operations Management Society Conference - Chicago, IL Duration: Apr 20 2012 → …

Conference

Conference	Behavioral Management session of the Annual Production and Operations Management Society Conference
Period	04/20/12 → …

Disciplines

Business

Keywords

Buyer NPD
NPD-related supply management
Preferred customer
Social exchange theory
Supplier technology

Cite this

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title = "Accessing Supplier Technology: Being a Customer of Choice Matters",

abstract = " We develop a social exchange theory model explaining how buyer NPD practices affect how valuable suppliers perceive buyers to be, which in turn influences suppliers{\textquoteright} relational behaviors. Results show that access to new technology through NPD-related supply management practices is mediated by a buyer being a preferred customer. ",

keywords = "Buyer NPD, NPD-related supply management, Preferred customer, Social exchange theory, Supplier technology",

author = "Ellis, {Scott C.} and Henke, {John W.} and Kull, {Thomas J.}",

year = "2012",

month = apr,

day = "20",

language = "American English",

note = "Behavioral Management session of the Annual Production and Operations Management Society Conference ; Conference date: 20-04-2012",

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TY - CONF

T1 - Accessing Supplier Technology: Being a Customer of Choice Matters

AU - Ellis, Scott C.

AU - Henke, John W.

AU - Kull, Thomas J.

PY - 2012/4/20

Y1 - 2012/4/20

N2 - We develop a social exchange theory model explaining how buyer NPD practices affect how valuable suppliers perceive buyers to be, which in turn influences suppliers’ relational behaviors. Results show that access to new technology through NPD-related supply management practices is mediated by a buyer being a preferred customer.

AB - We develop a social exchange theory model explaining how buyer NPD practices affect how valuable suppliers perceive buyers to be, which in turn influences suppliers’ relational behaviors. Results show that access to new technology through NPD-related supply management practices is mediated by a buyer being a preferred customer.

KW - Buyer NPD

KW - NPD-related supply management

KW - Preferred customer

KW - Social exchange theory

KW - Supplier technology

UR - https://www.pomsmeetings.org/ConfProceedings/025/GeneralInfo/Main_Program_Schedule.pdf

M3 - Presentation

T2 - Behavioral Management session of the Annual Production and Operations Management Society Conference

Y2 - 20 April 2012

ER -

Accessing Supplier Technology: Being a Customer of Choice Matters

Abstract

Conference

Disciplines

Keywords

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