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Customer-supplier relationships in high technology markets 3.0

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posted on 2023-06-09, 16:08 authored by Ko de Ruyter, Debbie KeelingDebbie Keeling, David Cox
This position paper on customer-supplier relationships in high technology markets revisits a paper by de Ruyter, Moorman, and Lemmink's (2001) that was published in Industrial Marketing Management nearly two decades ago. Based on the future research implications put forward by de Ruyter et al. (2001), the current article discusses highlights of conceptual and empirical advances in research on programmatic customer-supplier relationships that have been made. As an overview of the state-of-the-art of customer-supplier relationship management, an empirical case is offered to illustrate current applications of Big Data with respect to behavioural engagement. The case demonstrates how this translates into value in the context of a partner programme of a high technology company. In conclusion, a number of opportunities for future research on customer-supplier relationship management are offered.

History

Publication status

  • Published

File Version

  • Accepted version

Journal

Industrial Marketing Management

ISSN

0019-8501

Publisher

Elsevier

Volume

79

Page range

94-101

Department affiliated with

  • Strategy and Marketing Publications

Full text available

  • Yes

Peer reviewed?

  • Yes

Legacy Posted Date

2018-12-03

First Open Access (FOA) Date

2020-11-30

First Compliant Deposit (FCD) Date

2018-11-30

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