Performance based contracting in long-term supply relationships

Mouzas, Stefanos (2016) Performance based contracting in long-term supply relationships. Industrial Marketing Management, 59. pp. 50-62. ISSN 0019-8501

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Official URL: https://doi.org/10.1016/j.indmarman.2016.05.028

Abstract

The study investigates performance-based contracting in long term-supply relationships. Evidence in the context of supply relationships involving manufacturers of consumer and pharmaceutical products, service providers and grocery retailers indicates that the performance that companies buy and sell can be analyzed as specific combinations of effectiveness, efficiency and risk. While firms engage in a complex and time-consuming process to design and agree upon performance targets, incentive mechanisms and involved risks of buying and selling future performance, they often fail in achieving excellence in all performance targets.

Item Type:

Journal Article

Journal or Publication Title:

Industrial Marketing Management

Additional Information:

This is the author’s version of a work that was accepted for publication in Industrial Marketing Management. Changes resulting from the publishing process, such as peer review, editing, corrections, structural formatting, and other quality control mechanisms may not be reflected in this document. Changes may have been made to this work since it was submitted for publication. A definitive version was subsequently published in Industrial Marketing Management, 59, 2016 DOI: 10.1016/j.indmarman.2016.05.028

Uncontrolled Keywords:

/dk/atira/pure/subjectarea/asjc/1400/1406

Subjects:

?? MARKETING ??

Departments:

Lancaster University Management School > Marketing

ID Code:

80089

Deposited By:

ep_importer_pure

Deposited On:

14 Jul 2016 08:44

Refereed?:

Yes

Published?:

Published

Last Modified:

15 Sep 2023 00:27

URI:

https://eprints.lancs.ac.uk/id/eprint/80089