The Performance Of Customer-Supplier Relations: An Exploratory Study In The Moroccan Industrial Context

被引:0
作者
Amine, Noureddine [1 ]
Samr, Abdelali [1 ]
机构
[1] Univ Abdelmalek Essaadi, ENCG Tanger, Tanger, Morocco
来源
EDUCATION EXCELLENCE AND INNOVATION MANAGEMENT THROUGH VISION 2020 | 2019年
关键词
Performance; specific assets; relational determinants; dependence; COMMITMENT; SUCCESS; DETERMINANTS; PARTNERSHIP; ORIENTATION; STRATEGIES; EXPERIENCE; EXCHANGE; BEHAVIOR; TRUST;
D O I
暂无
中图分类号
G40 [教育学];
学科分类号
040101 ; 120403 ;
摘要
The purpose of this paper is to analyze the performance of customer-supplier relations in the Moroccan industrial context. We will try to identify the determinants as well as the dimensions of the performance of customer-supplier relationships. Our exploratory empirical approach is based on a qualitative method (semi-directive interview). The results of this exploratory study of a sample of 12 companies (6 clients and 6 suppliers) show that the transactional determinants (specific assets), relational determinants (communication, commitment, friendship and trust) and the determinants of power and dependence (dependence) explain the performance of customer-supplier relations in the Moroccan industrial context. Also, the study shows that the satisfaction of exchange partners and the continuity of the relationship are considered as the most relevant dimensions of performance in such a context. This communication contains two parts: in the first part, we will present a literature review of the key concepts. In the second part, we will discuss the results obtained at the end of this study.
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页码:4711 / 4725
页数:15
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