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The impact of customer attractiveness and supplier satisfaction on becoming a preferred customer

Pulles, Niels J.; Schiele, Holger; Veldman, Jasper; … - In: Industrial marketing management : the international … 54 (2016), pp. 129-140

Persistent link: https://www.econbiz.de/10011478745

How startups become attractive to suppliers and achieve preferred customer status : factors influencing the positioning of young firms

Tessaro, Juliano Afonso; Harms, Rainer; Schiele, Holger - In: Industrial marketing management : the international … 113 (2023), pp. 100-115

Persistent link: https://www.econbiz.de/10014433581

Editorial: mobilising supplier resources by being an attractive customer : relevance, status and future research directions

Pulles, Niels J.; Ellegaard, Chris; Schiele, Holger; … - In: Journal of purchasing and supply management 25 (2019) 3, pp. 1-7

Persistent link: https://www.econbiz.de/10012060189

Customer attractiveness : a comparative analysis of startups versus incumbents in supplier choice

Tessaro, Juliano Afonso; Harms, Rainer; Schiele, Holger - In: Journal of purchasing and supply management 30 (2024) 2, pp. 1-16

Persistent link: https://www.econbiz.de/10015062802

Customer attractiveness, supplier satisfaction and preferred customer status: Introduction, definitions and an overarching framework

Schiele, Holger; Calvi, Richard; Gibbert, Michael - HAL - 2012

Industrial markets are frequently characterized by an oligopolistic market structure. As a result, suppliers may become highly selective with respect to decisions that involve collaborating with certain customers. Buying firms must therefore be more attractive than their rivals to obtain...

Persistent link: https://www.econbiz.de/10011025974