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Axes of relationship value between manufacturers and retailers

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Axes of relationship value between manufacturers and retailers

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.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	journal article	es_ES
dc.date.updated	2018-12-17T09:27:22Z
dc.identifier.idgrec	127152
dc.rights.accessRights	open access	es_ES