Estudio y análisis de las relaciones proveedor-cliente: el caso de la Denominación de Origen (D.O.) Somontano

El establecimiento, desarrollo y mantenimiento de relaciones duraderas entre proveedores y clientes es una tendencia que cuenta cada día con mayor número de defensores. Gran número de autores soportan esta idea y que apuestan por la gestión de relaciones en detrimento de las clásicas transacciones de intercambio. Y todavía más en el contexto de los mercados industriales, donde tanto proveedor como cliente pueden conseguir beneficios mutuos fruto de este contacto permanente. Nuestro trabajo analiza este tipo de relaciones comerciales en el contexto de la industria agroalimentaria. Más concretamente, estudiamos el caso de la Denominación de Origen (D.O.) del Somontano.The establishment, development and maintenance of lasting relationships between suppliers and customers is a trend that has an ever greater number of defenders. Large number of authors support this idea of relationship management to the detriment of classic exchange transactions. And even more in the context of industrial markets, where both ,supplier and customer, can get mutual benefits of this permanent contact. Our work takes this kind of trade relations in the context of the food industry. More specifically, we study the case of the Designation of Origin (DO) Somontano

Gestión estratégica de una cartera de clientes industriales en un contexto relacional

Este trabajo pretende mostrar la importancia que, en el contexto de los mercados industriales, tiene una buena gestión de la cartera de clientes. Las peculiaridades propias de estos mercados, así como la tendencia general de la disciplina del marketing, parecen recomendar la creación, desarrollo y mantenimiento de relaciones de intercambio estables y duraderas, ofreciendo soluciones individualizadas a las necesidades concretas de cada cliente. Sin embargo, las empresas también tienen clientes que no resultan interesantes desde el punto de vista de rentabilidad.KUTXA; Vicerrectorado de Campus de Gipuzkoa de la UPV/EH

Determining Factors Of Long-Term Orientation Of Firm-Supplier Relationships: An Empirical Analysis In The Context Of The Spanish Agro-Food Sector

In an increasingly competitive and dynamic economic environment, the establishment, development and maintenance of enduring relationships between suppliers and customers is critical for both agents, and represents an important source of competitive advantages for those companies able to manage them adequately. Taking as reference the perspective of the customer, we consider that it is important for them to always work with a group of suppliers that have demonstrated an ability to adapt to their specific needs and thereby to reduce the level of uncertainty associated with their supply function. The current work, which takes the Spanish agro-food sector as framework of reference, analyzes the importance of certain factors in the long-term orientation of these relationships

Investigating the role of customers’ perceptions of employee effort and justice in service recovery

Purpose: The purpose of this paper is, first, to identify the relationship, if any, between customers’ perceptions of justice (functional element) and employee effort (symbolic element) and their effects on satisfaction and loyalty in the context of service recovery and, second, to determine the impact of cross-cultural differences on these relationships. Design/methodology/approach: Survey data from actual customers were gathered in three countries (n = 414) and analyzed using structural equation modeling to test the proposed hypotheses. Findings: The results demonstrate the role of the constructs of perceived employee effort and perceived justice in influencing post-recovery satisfaction and loyalty across cultures. While perceived justice is valued across cultures, customers from feminine (masculine) cultures require more (less) employee effort to influence post-recovery satisfaction positively. Customers from low (high) uncertainty cultures are more (less) willing to give the provider another chance after a service recovery. Research limitations/implications: The study shows that both functional and symbolic elements of service recovery are important determinants of customer satisfaction and loyalty and that their influence can be significant in a cross-cultural context. Practical implications: International service managers must consider the nature of cultural differences in their markets to develop and implement tailored recovery strategies that can result in satisfied customers. Originality/value: This study is the first to integrate the functional and symbolic elements of service recovery, their impact on customers’ behavioral responses and the influence of cultural variations

Estudio y análisis de las relaciones proveedor-cliente: el caso de la Denominación de Origen (D.O.) Somontano

El establecimiento, desarrollo y mantenimiento de relaciones duraderas entre proveedores y clientes es una tendencia que cuenta cada día con mayor número de defensores. Gran número de autores soportan esta idea y que apuestan por la gestión de relaciones en detrimento de las clásicas transacciones de intercambio. Y todavía más en el contexto de los mercados industriales, donde tanto proveedor como cliente pueden conseguir beneficios mutuos fruto de este contacto permanente. Nuestro trabajo analiza este tipo de relaciones comerciales en el contexto de la industria agroalimentaria. Más concretamente, estudiamos el caso de la Denominación de Origen (D.O.) del Somontano.The establishment, development and maintenance of lasting relationships between suppliers and customers is a trend that has an ever greater number of defenders. Large number of authors support this idea of relationship management to the detriment of classic exchange transactions. And even more in the context of industrial markets, where both ,supplier and customer, can get mutual benefits of this permanent contact. Our work takes this kind of trade relations in the context of the food industry. More specifically, we study the case of the Designation of Origin (DO) Somontano

LISTEN TO THE MARKET: DO ITS COMPLEXITY AND SIGNALS MAKE COMPANIES MORE INNOVATIVE? LISTEN TO THE MARKET: DO ITS COMPLEXITY AND SIGNALS MAKE COMPANIES MORE INNOVATIVE? LISTEN TO THE MARKET: DO ITS COMPLEXITY AND SIGNALS MAKE COMPANIES MORE INNOVATIVE?

D e p a r t a m e n t o d e D i r e c c i ó n d e E m p r e s a s D e p a r t a m e n t o d e D i r e c c i ó n d e E m p r e s a s Working paper series WP BSAD 10.04 LISTEN TO THE MARKET: DO ITS COMPLEXITY AND SIGNALS MAKE COMPANIES MORE INNOVATIVE? Ana Pérez-Luño (Universidad "Pablo de Olavide") Jesús J. Cambra Fierro (Universidad "Pablo de Olavide") ([email protected]; [email protected]) firms, we find that MO positively influence the number incremental generation and adoption of innovations. We also find that environmental complexity moderates the relationship between MO and radical and incremental innovation generation and adoption. That is, we have found that high environmental complexity enhances the introduction of radical and incremental internally generated innovations and harms the introduction of incremental innovation adoptions for market oriented firm. These findings add to the innovation and MO literatures. Our results also have important implications for both commercial activities and R&D policies adopted by firms.taking place in this sector enhances its potential as a showcase for processes of anticipation and adaptation to the environment. In addition, the paper aims to shed some light on the question of whether strategy potentially moderates the MO-performance link. DEPARTMENT OF BUSINESS ADMINISTRATION Finally, the principal implications of our findings are discussed