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2013 | 10[59] |
Tytuł artykułu

Supplier-customer relationship performance in construction industry

Autorzy
Treść / Zawartość
Warianty tytułu
Języki publikacji
EN
Abstrakty
EN
Business relationships are seen as having positive links to performance but little is known about the nature of this performance. The purpose of this paper is to show the sales managers' performance relationship (operationalized based on B2B-RELPERF) in construction industry. The research was conducted among companies from construction industry which is perceived as focused on time limited projects, switching suppliers from one project to another which makes it difficult to develop long term relationships with customers.
PL
Relacje biznesowe postrzegane są jako czynniki posiadający wpływ na wydajność, jednak niewiele wiadomo o naturze i jakość wydajności. Celem artykułu jest ukazanie wydajności relacyjnej (zoperacjonalizowanej na podstawie skali B2B RELPERF) menedżerów sprzedaży. Badanie zostało przeprowadzone wśród firm z branży budowlanej, która jest postrzegana jako skupiona na realizacji projektów ograniczonych czasowo i częstych zmianach dostawców, co utrudnia wypracowanie długoterminowych relacji z klientami.
Słowa kluczowe
EN
Twórcy
autor
  • Poznan University of Economics, Poznan, Poland
Bibliografia
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Typ dokumentu
Bibliografia
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