A1 Journal article – refereed
Buyer attractiveness as a catalyst for buyer-supplier relationship development

List of Authors: Hannu Makkonen, Mervi Vuori, Miia Puranen
Publisher: Elsevier
Publication year: 2016
Journal: Industrial Marketing Management
Journal acronym: IMM
Volume number: 55
Number of pages: 13
ISSN: 0019-8501


The concept of buyer attractiveness has received increasing scholarly attention in the recent business marketing literature, yet empirical studies of the dynamics between buyer and supplier attractiveness and their implications for relationship development are scarce. The research framework presented in this study suggests that buyer attractiveness is connected, first, to supplier's experienced and expected business outcomes within the focal relationship, and second, to the leverage impact of the focal relationship on supplier's other relationships. A qualitative case study of two buyers and their key suppliers scrutinizes the dimensions of attractiveness associated with relationship development. The findings indicate that attractiveness and adaptations performed by the buyer and the supplier are interlinked in a mutually reinforcing or deteriorating manner, forming a mechanism that catalyzes relationship development. These findings and the resultant empirically grounded framework provide a conceptualization and enhanced understanding of the dynamics between attractiveness, adaptations and relationship development.

Internal Authors/Editors

Last updated on 2019-21-08 at 16:13