IDEAS home Printed from https://ideas.repec.org/h/spr/sprchp/978-3-030-68560-7_14.html
   My bibliography  Save this book chapter

Dignity as Perceived by Suppliers in the Business-to-Business Segment

In: Organizational Dignity and Evidence-Based Management

Author

Listed:
  • Guilherme Kosmann
  • Ronaldo Lucio

Abstract

The business relationship between companies is influenced or even governed by factors such as power, hierarchical position of involved professionals, size, and level of financial dependence between them. In B2B relationships, suppliers can be neglected and considered interchangeable, with prioritization for relationships based on dominance increased profits. Companies tend to have bargaining power over suppliers and customers, and a symmetrical relationship leads to a violation of dignity. This study presents how suppliers evaluate the dignity of customers. For this, the supplier-perceived dignity scale DIGC-B2B was developed and validated. Thereby, with the objective to investigate the concept of what a worthy customer is in the B2B relationship, 109 companies participated. In this way, we sought to expand theoretical knowledge about dignity and contribute to companies in their commercial relations. The periodic monitoring of organizational dignity through the DIGC-B2B scale allows companies to know and monitor how their suppliers perceive them as a dignified company. The dignified relationship between companies can affect purchasing conditions, price, and terms, in addition to the quality of products, and helps associations to evolve in the stages of organizational dignity practices.

Suggested Citation

  • Guilherme Kosmann & Ronaldo Lucio, 2021. "Dignity as Perceived by Suppliers in the Business-to-Business Segment," Springer Books, in: Maria Luisa Mendes Teixeira & Lucia Maria Barbosa de Oliveira (ed.), Organizational Dignity and Evidence-Based Management, chapter 0, pages 203-218, Springer.
    • Handle: RePEc:spr:sprchp:978-3-030-68560-7_14
    DOI: 10.1007/978-3-030-68560-7_14
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:sprchp:978-3-030-68560-7_14. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.