University of Surrey

Test tubes in the lab Research in the ATI Dance Research

Creating Value in Retail Buyer-Vendor Relationships: A Service-Centered Model

Wagner, J and Benoit, S (2015) Creating Value in Retail Buyer-Vendor Relationships: A Service-Centered Model Industrial Marketing Management, 44 (1). pp. 166-179.

[img]
Preview
Text
Wagner_Benoit_2015_IMM.pdf - N/A or Unknown
Available under License : See the attached licence file.

Download (700kB) | Preview
[img]
Preview
PDF (licence)
SRI_deposit_agreement.pdf
Available under License : See the attached licence file.

Download (33kB) | Preview

Abstract

We present a “service-centered” model of retail buyer–vendor relationships, in which retail buyers’ perceptions of a vendor’s economic and social resources affect their assessments of relationship value and relationship outcomes. Economic resources offered at the organizational level of the vendor include brand equity and customer support activities (e.g., merchandising support and margin maintenance). Social resources offered at the individual level of the salesperson include special treatment and customer advocacy. Relationship outcomes include the buyer’ intention to grow the business, and in the event of business termination, maintain the interpersonal relationship with the sales representative. Survey data from 532 retail buyers were collected and analyzed using structural equation modeling. The results show that relationship value mediates the effects of economic and social resources on relationship outcomes. However, the process by which this occurs varies.

Item Type: Article
Subjects : subj_Marketing
Divisions : Faculty of Arts and Social Sciences > Surrey Business School
Authors :
AuthorsEmailORCID
Wagner, JUNSPECIFIEDUNSPECIFIED
Benoit, SUNSPECIFIEDUNSPECIFIED
Date : January 2015
Identification Number : 10.1016/j.indmarman.2014.10.013
Additional Information : © 2015. This manuscript version is made available under the CC-BY-NC-ND 4.0 license http://creativecommons.org/licenses/by-nc-nd/4.0/
Depositing User : Symplectic Elements
Date Deposited : 15 Mar 2016 11:54
Last Modified : 15 Mar 2016 12:37
URI: http://epubs.surrey.ac.uk/id/eprint/810031

Actions (login required)

View Item View Item

Downloads

Downloads per month over past year


Information about this web site

© The University of Surrey, Guildford, Surrey, GU2 7XH, United Kingdom.
+44 (0)1483 300800