Abstract
Preferred access to resources
gives companies strategic competitive advantages. In the event of a scarcity of resources on procurement markets, full coverage of requirements
is only possible in the competition for supplier capacities. This article focuses on the question of obtaining preferred resource access on raw material procurement markets. Based on the literature, the strategic solution “customer attractive-
ness increase” is proposed, which is supplemented by empirically determined attractiveness factors using the example of the raw material purchase of wood.
gives companies strategic competitive advantages. In the event of a scarcity of resources on procurement markets, full coverage of requirements
is only possible in the competition for supplier capacities. This article focuses on the question of obtaining preferred resource access on raw material procurement markets. Based on the literature, the strategic solution “customer attractive-
ness increase” is proposed, which is supplemented by empirically determined attractiveness factors using the example of the raw material purchase of wood.
| Translated title of the contribution | Attractiveness of Customers on the Raw Mate- rials Market |
|---|---|
| Original language | German |
| Pages (from-to) | 501 - 504 |
| Number of pages | 4 |
| Journal | Zeitschrift für wirtschaftlichen Fabrikbetrieb |
| Volume | 115 |
| Issue number | 7-8 |
| DOIs | |
| Publication status | Published - Aug 2020 |
ASJC Scopus subject areas
- General Engineering
- Strategy and Management
- Management Science and Operations Research