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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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
ID Code:1669
Deposited On:23 Mar 2009 15:59
Last Modified:05 Oct 2015 12:39

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