Antecedents and Benefits of the Preferred Customer Status in a Buyer-Supplier Relationship: A Case Study at Atlas Copco and Three of its Key Suppliers

摘要: In recent years, the concept of being a preferred customer leading supplier and resulting competitive advantage for buying company has received increased attention from scholars practitioners. However, current scientific literature is dealing with status theoretical perspective. Drawing results multiple case study at Atlas Copco Gas Processes, this presents antecedents benefits practical point view. addition to confirmation large number aspects, it provides various new unexpected benefits. Besides other factors, High order quantities, long-term relationships open communication information sharing were established as important drivers status. Company reputation brand name, well fair treatment outside existing agreements have been identified additional motivators assigning These elements not mentioned in body before. Therefore described literature, such better market prices, special support construction, priority confirmed. Other are no penalties late payments availability dedicated production planner supplier.