The drivers of customer attractiveness, supplier satisfaction and preferred customer status: A literature review

Hüttinger, Lisa, Schiele, Holger and Veldman, Jasper (2012) The drivers of customer attractiveness, supplier satisfaction and preferred customer status: A literature review. Industrial Marketing Management, 41 (8). pp. 1194-1205. doi:10.1016/j.indmarman.2012.10.004

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Abstract

In this paper, we focus on the preferential treatment of buyers by their suppliers. As there is a lack of detailed information regarding the reasons that suppliers serve some buyers better than others, our research addresses a supplier's evaluation of customers and how this evaluation can be influenced by buyers. To give an overview of the drivers of preferential treatment by suppliers, the provided literature review covers three research fields that are considered crucial to this issue: (i) customer attractiveness, (ii) supplier satisfaction and (iii) preferred customer status. By integrating these research topics, we provide a state-of-the-art analysis and overview of the various drivers of preferential treatment, build a preliminary conceptual model and suggest several directions for future research. The identification of the drivers and the resulting conceptual framework can serve as a stepping stone for additional research in this new field.

Item Type:	Article
Article Type:	Article
Uncontrolled Keywords:	Customer attractiveness; Supplier satisfaction; Preferred customer status; Preferential treatment by suppliers
Subjects:	H Social Sciences > HF Commerce
Divisions:	Schools and Research Institutes > School of Business, Computing and Social Sciences
Research Priority Areas:	Applied Business & Technology
Depositing User:	Anne Pengelly
Date Deposited:	06 May 2015 10:14
Last Modified:	05 Aug 2023 16:07
URI:	https://eprints.glos.ac.uk/id/eprint/2191

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