Engaging suppliers in CRM: The role of justice in buyer-supplier relationships

Duffy, Rachel, Fearne, Andrew ORCID: https://orcid.org/0000-0003-4910-046X, Hornibrook, Sue, Hutchinson, Karise and Reid, Andrea (2013) Engaging suppliers in CRM: The role of justice in buyer-supplier relationships. International Journal of Information Management, 33 (1). pp. 20-27. ISSN 0268-4012

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Given the crucial role of suppliers in collaborative supply chains, it is surprising that little attention has been paid to the nature and management of supplier relationships in the implementation of a retailer's Customer Relationship Management (CRM) strategy. To address this gap in the extant literature, the theory of organizational justice is used to explore the extent to which perceived fairness in buyer-supplier relationships supports or inhibits supplier engagement with the CRM process. The rationale is that suppliers who feel fairly treated by key retail customers are more likely to invest resources in the acquisition and use of data central to the retailer's CRM strategy. By empirically testing a conceptual model linking downstream CRM to upstream SRM, the results provide evidence to indicate that customer data use is significantly influenced by perceptions of fairness. particularly with respect to the distribution of rewards, and the transparency of decision-making processes. As a key criticism of CRM centers upon the failure of organizations to exploit the full potential of customer data, the results highlight the usefulness of understanding the relational linkages between buyers and suppliers and the consequential behavior of suppliers in terms of engagement with customer data vital to the success of retailers' CRM strategies. (C) 2012 Elsevier Ltd. All rights reserved.

Item Type: Article
Uncontrolled Keywords: crm,suppliers,fairness,loyalty card,supermarkets,manufacturer-retailer relationships,business relationships,procedural justice,performance,behavior,perspective,management,fairness,trust,dimensionality
Faculty \ School: Faculty of Social Sciences > Norwich Business School
UEA Research Groups: Faculty of Social Sciences > Research Groups > Innovation, Technology and Operations Management
Depositing User: Pure Connector
Date Deposited: 18 Sep 2015 09:16
Last Modified: 26 May 2024 06:30
URI: https://ueaeprints.uea.ac.uk/id/eprint/54282
DOI: 10.1016/j.ijinfomgt.2012.04.005

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