Axes of relationship value between manufacturers and retailers
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Axes of relationship value between manufacturers and retailers

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Axes of relationship value between manufacturers and retailers

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dc.contributor.author Ruiz Martínez, Alfonso
dc.contributor.author Gil Saura, Irene
dc.contributor.author Frasquet del Toro, Marta
dc.date.accessioned 2018-12-17T09:27:21Z
dc.date.available 2018-12-17T09:27:21Z
dc.date.issued 2018
dc.identifier.uri http://hdl.handle.net/10550/68278
dc.description.abstract Purpose - The purpose of this paper is to define the relationship strategy of manufacturers with their retail customers through the identification of axes for the creation of relationship value. Design/methodology/approach - A survey was carried out and 219 valid questionnaires were completed and returned by the purchasing managers of retail companies in the furniture sector. The model was estimated using the partial least squares approach. Findings - The results revealed three axes of value creation: the core axis, the information and communication technologies (ICTs) axis, and the access axis. These axes included the benefits and costs related to the product and the service provided, the ICTs of the manufacturing project, and the relationships with the sales personnel. Research limitations/implications - Due to the size of the sample, the authors were unable to analyse the potential unobserved heterogeneity of the sample. The authors would suggest that this aspect should be analysed in future research in order to attempt to segment clients. Practical implications - Seller support is the main element of value creation. The importance of the efforts made by management to strengthen the capacities of the field force may be highlighted. Originality/value - The main contribution of this study has been to increase the level of abstraction of the study of relationship value through the identification and modelling of its axes of creation for the under-researched retailers-suppliers relationship.
dc.language.iso eng
dc.relation.ispartof Management Decision, 2018, vol. 56, num. 8, p. 1716-1733
dc.rights.uri info:eu-repo/semantics/openAccess
dc.source Ruiz Martínez, Alfonso Gil Saura, Irene Frasquet del Toro, Marta 2018 Axes of relationship value between manufacturers and retailers Management Decision 56 8 1716 1733
dc.subject Control de qualitat
dc.subject Beneficis
dc.subject Costos de producció
dc.subject Economia
dc.title Axes of relationship value between manufacturers and retailers
dc.type info:eu-repo/semantics/article
dc.date.updated 2018-12-17T09:27:22Z
dc.identifier.idgrec 127152

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