Journal
INDUSTRIAL MARKETING MANAGEMENT
Volume 41, Issue 8, Pages 1228-1240Publisher
ELSEVIER SCIENCE INC
DOI: 10.1016/j.indmarman.2012.10.007
Keywords
Buyer-supplier relationships; Customer attractiveness; Supplier satisfaction; Logics of action; Boundary spanners
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This paper examines the question of how to understand the formation of suppliers perceived customer attractiveness. It argues that existing conceptualization of buyer-supplier relationships are too simplistic to understand the full complexity involved in the formation of such perceptions, and models the buyer-supplier relationship as a set of micro-dyads and intra-, inter-organizational exchange relationships. In exploring these micro-dyads this research apply an embedded case study approach and explores three buyer-supplier relationships. Following Bacharach et al. [Bacharach, S.B., Bamberger, P., & Sonnenstuhl, W.J. (1996). The organizational transformation process: The micropolitics of dissonance reduction and the alignment of logics of action. Administrative Science Quarterly, 41(3), 477-506.], it is interested in the involved actors sense-making processes and the concept of logics of action is deployed. The analysis demonstrates how suppliers' formation of perceptions related to customer attractiveness can be understood as constituted through a set of discrete historical means/ends alignments and misalignments between boundary spanning roles in the involved organizations. (C) 2012 Elsevier Inc. All rights reserved.
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