Marketing Letters

, Volume 20, Issue 1, pp 61–74

Supplier price concessions: A longitudinal empirical study


DOI: 10.1007/s11002-008-9034-5

Cite this article as:
Henke, J.W., Yeniyurt, S. & Zhang, C. Mark Lett (2009) 20: 61. doi:10.1007/s11002-008-9034-5


The competitive nature of today’s business-to-business markets requires companies to continually look for ways to reduce costs; one of the easiest of which is to demand price reductions from suppliers. In this research, price reduction demands and the corresponding concessions given by 238 suppliers to the six major North American Automotive original equipment manufacturers during 2001–2007 are analyzed utilizing a simultaneous equation model. The three stage least squares estimates indicate that suppliers are willing to give higher price concessions when buyers align specific interfacing characteristics and processes with their suppliers so that the suppliers perceive greater opportunities for future business and profit. These results provide, for the first time, an understanding of the dynamic nature of the impact of buyer–supplier relational components on supplier price concessions.


Buyer–supplier relations Buyer price reduction pressure Supplier price concessions Supplier product development involvement 

Copyright information

© Springer Science+Business Media, LLC 2008

Authors and Affiliations

  • John W. HenkeJr.
    • 1
    • 4
  • Sengun Yeniyurt
    • 2
  • Chun Zhang
    • 3
  1. 1.School of Business AdministrationOakland UniversityRochesterUSA
  2. 2.School of BusinessRutgers UniversityPiscatawayUSA
  3. 3.School of Business AdministrationUniversity of VermontBurlingtonUSA
  4. 4.BirminghamUSA

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