Antecedents & Benefits of a Preferred Customer Status in a Buyer-Supplier Relationship: A Dyadic Case Study at a Company from the Oil & Gas Industry and Three of its Suppliers

摘要: recent years, the theory revolving around preferred customer status and associated benefits has gained an increasing awareness. Holding a can be source of sustainable competitive advantage due to preferential treatment by supplier. A lead numerous for customer, as example, increased quality availability products well cost related benefits. However, academics have rarely investigated concept from practical perspective. Therefore, this explorative case study elaborates three buyer-supplier relationship company oilfield industry. The relationships are bilateral perspective in order identify antecedents company's status. findings confirm various theoretical status, instance price benefits, shorter times supplier flexibility. Nevertheless, suggests stability, being able orally, higher efforts meeting delivery date, delivering premium packings, free development consulting services prescribe, where its components Also, retrieved literature confirmed, size, purchasing volume, open information exchange shared future visions. customer's industry membership, willingness cooperate with supplier, good potentials sales high dependency suggested anteceding factors