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Zeszyty Naukowe SGGW, Polityki Europejskie, Finanse i Marketing, 2013 |
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Zieliński M. SUPPLIER-CUSTOMER RELATIONSHIP PERFORMANCE IN CONSTRUCTION INDUSTRY
| Autor | Marek Zieliński |
| Tytuł | SUPPLIER-CUSTOMER RELATIONSHIP PERFORMANCE IN CONSTRUCTION INDUSTRY |
| Title | |
| Słowa kluczowe | |
| Key words | business-to-business, relations, construction industry, relationship performance |
| Abstrakt | 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. |
| Abstract | 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. |
| Cytowanie | Zieliński M. (2013) SUPPLIER-CUSTOMER RELATIONSHIP PERFORMANCE IN CONSTRUCTION INDUSTRY.Zeszyty Naukowe SGGW, Polityki Europejskie, Finanse i Marketing [t.], nr 10(59): 737-746 |
| HTML | wersja html |
| Pełny tekst | PEFIM_2013_n59_s737.pdf |
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Zeszyty Naukowe SGGW, Polityki Europejskie, Finanse i Marketing, 2013 |
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Leszczyński G. BUSINESS-TO-BUSINESS ADAPTATION – CUSTOMER PERSPECTIVE
| Autor | Grzegorz Leszczyński |
| Tytuł | BUSINESS-TO-BUSINESS ADAPTATION – CUSTOMER PERSPECTIVE |
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| Słowa kluczowe | |
| Key words | business-to-business, relationship, adaptation, alignment, buyer, customer |
| Abstrakt | |
| Abstract | Adaptation is an essential process of business-to-business relationships. It is through the adaptation that relationship develops. The research presented in this paper shows that even in the specific conditions of the construction industry, adaptations occur not only on the supply side, but also on the customers. The scope of adaptation is different in the highlighted clusters of companies. Adaptations are low at companies that have the largest number of employees what lets them use their market position. On the other hand, one third of smaller businesses adapt to their key suppliers, mainly in the financial and logistical dimension. |
| Cytowanie | Leszczyński G. (2013) BUSINESS-TO-BUSINESS ADAPTATION – CUSTOMER PERSPECTIVE.Zeszyty Naukowe SGGW, Polityki Europejskie, Finanse i Marketing [t.], nr 10(59): 451-461 |
| HTML | wersja html |
| Pełny tekst | PEFIM_2013_n59_s451.pdf |
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