Effects of channel members’ customer-centric structures on supplier performance
Volume: 47, Issue: 1, Pages: 56 - 75
Published: Oct 6, 2018
Abstract
The authors examine the upstream impact of a firm’s customer-centric organizational structure on its supplier, including both positive effects of greater revenue and negative effects of demanding services that raise the supplier’s costs. These countervailing effects on supplier profit are moderated by characteristics of the firm’s buying center and the firm–supplier relationship, in accordance with the value capture literature. Study 1 examines...
Paper Details
Title
Effects of channel members’ customer-centric structures on supplier performance
Published Date
Oct 6, 2018
Volume
47
Issue
1
Pages
56 - 75
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