Building capabilities via suppliers' effective management of relationships

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This paper is an empirical study identifying the role of a relationship-specific capability of building capabilities through relationships (CBC) when suppliers put efforts into increasing their perceived market effectiveness by managing the effects of relationship quality. The relationship between relationship quality and effectiveness is mediated by CBC. Suppliers in a supply chain form different levels of relationship quality with partners in response to market conditions and industry characteristics. Relationship marketing by suppliers requires a deep understanding of the role of CBC that is developed by a supplier and an effective utilization of CBC to lead an effective relationship to better outcomes. This leads to maximizing of the competitive advantages for suppliers and will help maintain effective relationships. (C) 2013 Elsevier Inc. All rights reserved.
Publisher
ELSEVIER SCIENCE INC
Issue Date
2013-07
Language
English
Article Type
Article
Keywords

SUSTAINABLE COMPETITIVE ADVANTAGE; BUYER-SELLER RELATIONSHIPS; RELATIONSHIP QUALITY; MARKETING CHANNELS; PERFORMANCE OUTCOMES; CHAIN MANAGEMENT; BUSINESS MARKETS; CORE COMPETENCE; TRUST; COMMITMENT

Citation

INDUSTRIAL MARKETING MANAGEMENT, v.42, no.5, pp.805 - 813

ISSN
0019-8501
DOI
10.1016/j.indmarman.2013.01.003
URI
http://hdl.handle.net/10203/254785
Appears in Collection
RIMS Journal Papers
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