MANAGING CUSTOMER RELATIONSHIPS: IMPLICATIONS FOR THE P/M PART PRODUCER

摘要

One of the continuing challenges for the P/M part producer is to develop and sustain long-term relationships. These relationships allow part producers to engage in product development and create value for their customers, and are often in the best interests of both the supplier (who develops a stream of business) and the customer (who has a reliable source of supplier and a partner to generate efficiencies and improve their end product). However, these relationships are often formed between companies with priorities that may be in conflict or at variance, especially regarding price. This paper considers the causes and of these conflicts in light of previous research in interpersonal psychology.