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Marketing Review St. Gallen
Published in: Marketing Review St. Gallen 4/2011

01-08-2011 | Beschaffungsstrategie

The Purchaser’s Choice – Transactional or Relational Contracting?

Authors: Florence Crespin-Mazet, Philippe Portier

Published in: Marketing Review St. Gallen | Issue 4/2011

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Excerpt

While literature acknowledges the development of relational exchanges between customers and suppliers, practitioners notice the resilience of the transactional mode among purchasers. Based on a field study, this article aims at identifying the factors that determine the project purchasers’ choice of a relationship pattern with their suppliers. It formulates hypotheses on the reasons leading most of them to select transactional contracting. …
previous article Der „Strategic Fit“ bei Wettbewerbs- und Beschaffungsstrategien von Unternehmen
next article Das „Preferred-Customer“-Konzept – Lieferantengunst als strategische Größe im Einkauf

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Literature
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Metadata
Title
The Purchaser’s Choice – Transactional or Relational Contracting?
Authors
Florence Crespin-Mazet
Philippe Portier
Publication date
01-08-2011
Publisher
Gabler Verlag
Published in
Marketing Review St. Gallen / Issue 4/2011
Print ISSN: 1865-6544
Electronic ISSN: 1865-7516
DOI
https://doi.org/10.1007/s11621-011-0044-y

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