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Exploring the multi-dimensional nature of price satisfaction in business to business suppliers' relationship performance

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  • Gyau, Amos
  • Somogyi, Simon A.
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    Abstract

    Price satisfaction is an important factor which influences buyer seller relationships. The literature on industrial buyer seller relationships has provided only limited discussion of the concept of price satisfaction especially from the supplier's perspective. The aim of this paper is to provide a detailed analysis of the concept of price satisfaction from a supplier's point of view. We argue that like in consumer markets, industrial suppliers' satisfaction related to price is a higher order construct with many dimensions and that price satisfaction influences the industrial suppliers' relationship performance. --

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    File URL: http://econstor.eu/bitstream/10419/58197/1/716015811.pdf
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    Bibliographic Info

    Article provided by Free University Berlin, Marketing Department in its journal jbm - Journal of Business Market Management.

    Volume (Year): 5 (2012)
    Issue (Month): 1 ()
    Pages: 42-53

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    Handle: RePEc:zbw:fubjbm:58197

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    Web page: http://jbm-online.net/index.php/jbm/index

    Related research

    Keywords: price satisfaction; relationship performance; B2B; suppliers;

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    1. Winer, Russell S, 1986. " A Reference Price Model of Brand Choice for Frequently Purchased Products," Journal of Consumer Research, University of Chicago Press, vol. 13(2), pages 250-56, September.
    2. Schroeder, Ted C. & Ward, Clement E. & Mintert, James R. & Peel, Derrell S., 1997. "Value-Based Pricing of Fed Cattle: Challenges and Research Agenda," 1997 Annual Meeting, July 13-16, 1997, Reno\Sparks, Nevada 35837, Western Agricultural Economics Association.
    3. Beugelsdijk, S. & Koen, C.I. & Noorderhaven, N.G., 2004. "Organizational Culture and Relationship Skills," Discussion Paper 2004-13, Tilburg University, Center for Economic Research.
    4. Grewal, Dhruv & Marmorstein, Howard & Sharma, Arun, 1996. " Communicating Price Information through Semantic Cues: The Moderating Effects of Situation and Discount Size," Journal of Consumer Research, University of Chicago Press, vol. 23(2), pages 148-55, September.
    5. Miller, Stephen E., 1980. "Beef Price Hedging Opportunities For Food Service Institutions," Journal of Food Distribution Research, Food Distribution Research Society, vol. 11(3), September.
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