Adaptation processes in supplier-customer relationships

Brennan, Ross and Canning, Louise (2002) Adaptation processes in supplier-customer relationships. Journal of customer behaviour, 1 (2). pp. 117-144. ISSN 1475-3928

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Abstract

Much business to business marketing and purchasing takes place within relatively long lasting supplier-customer relationships. Prior research has demonstrated that partner-specific adaptations are a characteristic of such relationships. Both customers and suppliers implement specific changes (adaptations) to their business practices to accommodate the needs of a single business partner. This paper addresses the processes by which such adaptations are brought about. Those processes take place in interactions between the parties (inter-firm adaptation processes) and through internal change within each organisation (intra-firm adaptation processes). Using a qualitative fieldwork approach employing depth interviews in two industry sectors, a comprehensive model of the adaptation process is developed.

Item Type: Article
Research Areas: A. > Business School > Leadership, Work and Organisations
Item ID: 1669
Depositing User: Users 36 not found.
Date Deposited: 23 Mar 2009 15:59
Last Modified: 10 Dec 2015 18:04
URI: http://eprints.mdx.ac.uk/id/eprint/1669

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