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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.

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.

Suggested Citation

  • Gyau, Amos & Somogyi, Simon A., 2012. "Exploring the multi-dimensional nature of price satisfaction in business to business suppliers' relationship performance," jbm - Journal of Business Market Management, Free University Berlin, Marketing Department, vol. 5(1), pages 42-53.
  • Handle: RePEc:zbw:fubjbm:58197
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    References listed on IDEAS

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    1. Ted C. Schroeder & Clement E. Ward & James R. Mintert & Derrell S. Peel, 1998. "Value-Based Pricing of Fed Cattle: Challenges and Research Agenda," Review of Agricultural Economics, Agricultural and Applied Economics Association, vol. 20(1), pages 125-134.
    2. Mayhew, Glenn E & Winer, Russell S, 1992. " An Empirical Analysis of Internal and External Reference Prices Using Scanner Data," Journal of Consumer Research, Oxford University Press, vol. 19(1), pages 62-70, June.
    3. 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.
    4. Beugelsdijk, S. & Koen, C.I. & Noorderhaven, N.G., 2004. "Organizational Culture and Relationship Skills," Discussion Paper 2004-13, Tilburg University, Center for Economic Research.
    5. 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, Oxford University Press, vol. 23(2), pages 148-155, September.
    6. Winer, Russell S, 1986. " A Reference Price Model of Brand Choice for Frequently Purchased Products," Journal of Consumer Research, Oxford University Press, vol. 13(2), pages 250-256, September.
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    Keywords

    price satisfaction; relationship performance; B2B; suppliers;

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