Supply source selection criteria: The impact of supplier performance on distributor performance

The impact of organizational learning on relationship orientation, logistics service effectiveness and performance

“…This approach with respect to performance measures has been successfully applied in previous studies (e.g., Homburg, Khromer, & Workman, 2003). In the context of organisational performance in supply chains, Katsikeas, Paparoidamis, and Katsikea (2004), following precedent studies by Morgan and Piercy (1998) and Kotabe and Murray (1990) make the case for subjective measures of performance encompassing such items as sales growth, market share and profitability.…”

Determinants of the Choice of Marketing Channels by Corporate Clients: an Analysis of the Information Technology Sector

“…As Jain, Benyoucef and Deshmukh (2009) observed, the selection of the supplier is a major purchasing decision; therefore, according to the authors, initiatives that promote greater understanding regarding how this selection may be affected are welcome. However, as observed by Katsikeas, Paparoidamis and Katsikea (2004), research efforts rarely identify how the channels are perceived in the buyer ´s selection criteria. Similarly, although many studies have examined the collaborative relationships between supplier and buyer, little is known about how attributes of the buyer, the supplier and the buyer-supplier relationship affect the choice of the service channel by the buyer; the present study aims to fill this knowledge gap.…”

“…In contrast, independent representatives (i.e., intermediaries) can serve customers more homogeneously. However, even noting these differences, what the client supposedly wants is to be given priority of service by the manufacturer (Shipley et al, 1991;Katsikeas et al, 2004). Therefore, given an intention to purchase a product, the customer will prefer to be served by the manufacturer rather than third-party sales representatives.…”

The Effect of Internet Channels on the Market Value: AR and EVA Perspectives

“…Among the studies that include performance often emphasize the observable indicators such as sales, interfirm power, retail productivity, return on assets and investments, asset turnover, payoff ratios, profits, market share, and economic as well as social satisfaction (for example, Frazier, Gill, & Kale, 1989;Geyskens & Steenkamp, 2000;Katsikeas, Paparoidamis, & Katsikea, 2004;Ramaseshan, Yip, & Pae, 2006). They have all been used either separately or in ad hoc combinations as criteria to evaluate the marketing channel performance.…”