Abstract
The perceived consequences for business buyers of being stocked out by their supplier and their repurchase loyalty on the next purchase occasion were researched using personal interviews and a mail survey of professional buyers. Lost sales and production disruptions resulting from the stockouts prompted one quarter of the buyers to abandon their supplier, but the majority returned on the next purchase occasion.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
References
Badinelli, R. D. 1986. “Optimal Safety Stock Investment Through Subjective Evaluation.” Decision Sciences 17: 312–328.
Cooper, M. Bixby, C. Droge, and Patricia J. Daugherty. 1991. “How Buyers and Operations Personnel Evaluate Service.” Industrial Marketing Management 20, No. 1 (February): 81.
Dion, P., L. M. Hasey, P. Dorin, and J. Lundin. 1991. “The Consequences of Inventory Stockouts.” Industrial Marketing Management 20 (February): 23–27.
Gardner, Jr. E.S. and D.G. Dannenbring. 1979. “Using Optimal Policy Surfaces to Analyse Aggregate Inventory Tradeoffs.” Management Science 25 (8): 709–720.
Germain, Richard and M. Bixby Cooper. 1990. “How a Customer Mission Statement Affects Company Performance.” Industrial Marketing Management 19, No. 1 (February): 47.
Gilmour, Peter. 1977. “Customer Service: Differentiating by Market Segment.” International Journal of Physical Distribution 7, No. 3: 141–148.
Jackson, D.W., Janet E. Keith, and R.K. Burdick. 1986. “Examining the Relative Importance of Physical Distribution Service Elements.” Journal of Business Logistics 7, No. 2: 14–31.
Lalonde, B.J. and Paul H. Zinser. 1975. Customer Service: Meaning and Measurement, National Council of Physical Distribution Management, 118.
Oliver, Richard L. 1977. “Effect of Expectations and Disconfirmation on Product Evaluations: An Alternative Interpretation.” Journal of Applied Psychology 62 (August): 480–486.
1968. “The Out-of-Stock Study - Part II. Growing Problems of Stockouts Verified by Nielsen Research.” Progressive Grocer 47: s26–s31.
Robeson, J.F. and Robert G. House (eds). 1985. The Distribution Handbook, The Free Press, Lyn E. Gill author, 677.
Schary, P. and Boris Becker. 1979. “The Impact of Stock-out on Market Share: Temporal Effects.” Journal of Business Logistics 1, No. 1: 31–43.
Shycon, H.N. and Christopher Sprague. 1975. “Put a Price Tag on Your Customer Service Levels.” Harvard Business Review 53 (August): 75.
Tucker, F.G. 1983. “Need for a More Accurate and Reliable Measure of Customers’ Opinion Regarding Customer Service.” In Logistics Issues for the 1980s. Ed. Messo Nishi, Corinthian Press, Shaker Heights, Ohio: 191–198.
Walter, C.K. and Bernard J. Lalonde. 1975. “Development and Test of Two Stockout Cost Models.” International Journal of Physical Distribution 5, No. 3.
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2015 Academy of Marketing Science
About this paper
Cite this paper
Banting, P.M., Blenkhorn, D., Dion, P.A. (2015). Perceived Consequences of Business Product Stockouts in Canada and the U.S.A.. In: Sirgy, M., Bahn, K., Erem, T. (eds) Proceedings of the 1993 World Marketing Congress. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-17323-8_9
Download citation
DOI: https://doi.org/10.1007/978-3-319-17323-8_9
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-17322-1
Online ISBN: 978-3-319-17323-8
eBook Packages: Business and EconomicsBusiness and Management (R0)