AN ASSESSMENT OF SUPPLIER — CUSTOMER RELATIONSHIPS

Authors

  • Lloyd M. Rinehart,

    1. University of Tennessee, Knoxville
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    • Lloyd M. Rinehart is an Associate Professor of Marketing and Logistics in the College of Business Administration at The University of Tennessee, Knoxville. He earned his Ph.D. in Logistics at the University of Tennessee, Knoxville. His current research interests include theory and practical applications of the negotiation process used in creating transactions, and managing relationships between suppliers and customers. His work has appeared in the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Marketing Channels, Journal of Marketing Education, Journal of Business Logistics, International Journal of Physical Distribution and Logistics Management, Transportation Journal, and the International Journal of Operations and Production Management.

  • James A. Eckert,

    1. Western Michigan University
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    • James A. Eckert is an Assistant Professor of Marketing at Western Michigan University. He received his BA and Ph.D. in marketing from Michigan State University. He has researched and published on such topics as customer service, managing conflict in business-to-business relationships, adaptive selling, effective teaching methods in sales, and strategies for success in sales/relationship management.

  • Robert B. Handfield Ph.D.,

    1. North Carolina State University
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    • Robert B. Handfield (Ph.D., University of North Carolina, Chapel Hill) is the Bank of America Distinguished University Professor of Supply Chain Management in the College of Management at North Carolina State University. He is also the Director of the Supply Chain Resource Consortium at NC State. His research focuses on field research with firms deploying supply chain management strategies, supplier development, and B2B e-commerce. He has numerous publications in leading academic journals. In addition, he is Editor of the Journal of Operations Management and Area Editor (Supply Chain Management) for Decision Sciences.

  • Thomas J. Page Jr.,

    1. Michigan State University
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    • Thomas J. Page, Jr., is an Associate Professor of Marketing in the Eli Broad College of Business at Michigan State University. He earned his Ph.D. in Marketing at The Ohio State University. His current research interests include buyer behavior theory, research methods, and negotiation process applications. His work has appeared in the Journal of Marketing, Journal of Marketing Research, Journal of Business Research, Journal of Advertising, and the European Journal of Marketing.

  • Thomas Atkin

    1. Sonoma State University
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    • Thomas S. Atkin is an Assistant Professor at Sonoma State University, specializing in Supply Chain Management. He earned his Ph.D. from Michigan State University. His research interests include: the impact of the negotiation process on customer-supplier relationships, management of longterm relationships, and supplier development.


Abstract

This research develops a classification framework of supplier-customer relationships. Data were collected from active relationship managers and provided the empirical basis for the classification scheme. The resulting relationships were classified into seven groups. Names for each type of relationship were developed based on a set of Delphi group responses.

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