Attraktivität von Kunden am Rohstoffmarkt: Analyse von Kundeneigenschaften am Beispiel der holzverarbeitenden Industrie

Translated title of the contribution: Attractiveness of Customers on the Raw Mate- rials Market

Martin Johannes Marchner, Volker Koch

Research output: Contribution to journalArticlepeer-review


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.
Translated title of the contributionAttractiveness of Customers on the Raw Mate- rials Market
Original languageGerman
Pages (from-to)501 - 504
Number of pages4
JournalZeitschrift für wirtschaftlichen Fabrikbetrieb
Issue number7-8
Publication statusPublished - Aug 2020

ASJC Scopus subject areas

  • Engineering(all)
  • Strategy and Management
  • Management Science and Operations Research

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