Welcome to the Warwick Business School SURPASS research project

SURPASS (Supply Relationship Performance Assessment) will investigate patterns of change and stability in buyer-seller relationships in industrial markets. 

The stability of relationships is of interest to purchasing organisations seeking to balance the risks of overdependence or independence from a particular supplier.  Supply organisations need to know if their customer retention or acquisition interventions are working effectively.

The SURPASS research project will address the following questions with reference to the supply of capital equipment:

• What share of product requirements is met by a single supplier?

• What repeat purchase rate is expected?

• What rate of relationship turnover is expected?

• What is the rate of sole sourcing?

• Are sole source relationships more valuable than multiple sourcing?

This study is a unique opportunity to deepen your understanding of the structure of your market and to provide industry benchmarks against which you can assess your performance in building and maintaining supply relationships.

The research is carried out by Warwick Business School, one of only three UK business schools to achieve a 5* rating for research excellence.  All data will be kept strictly confidential and non-attributable.

We hope that you will choose to participate in this research.  A copy of the pilot study findings will be provided to all participants who register their interest here.

Dr P. Stern                                          J. McCabe

P.Stern@warwick.ac.uk                      Jim.McCabe05@phd.wbs.ac.uk

Senior Lecturer                                   Doctoral Researcher

Marketing and Strategic Management Group

Warwick Business School

Useful Links

Research at WBS

Warwick University Research Code of Conduct

Background to the research

If Ehrenberg's right marketing is wrong

100% Brand Loyals Exposed

Biographies

Dr Philip Stern

Jim McCabe