Constructs and questionnaire insights
| Commitment* | ||
| Comm1 | We want to stay a supplier of this customer | Hüttinger (2014) |
| Comm2 | We want to support a long-term relationship with this customer | |
| Comm3 | We maintain the relationship with this customer for a long time | |
| Comparative customer* | ||
| CompC1 | The cooperation with this customer is far better | Hüttinger (2014) |
| CompC2 | This customer is supporting us better administratively | |
| CompC3 | Working with this customer is much easier than with others | |
| Trust* | ||
| Trust1 | This customer can be trusted | Human and Naudé (2014) |
| Trust2 | We rely on this customer to do/decide what is right | |
| Trust3 | This customer has high integrity and loyalty | |
| (Defense) Customer attractiveness* | ||
| Attract1 | This customer secures our competitive position | La Rocca et al. (2012) |
| Attract2 | This customer enables us to develop new market potentials | |
| Attract3 | This customer could hardly be replaced | |
| Preferential customer treatment* | ||
| PrefT1 | We inform this customer first about new ideas | Hüttinger (2014) and Pulles et al. (2016) |
| PrefT2 | We allocate scarce resources to this preferred customer | |
| PrefT3 | We share more know-how with this customer than with others | |
| PrefT4 | This customer is our preferred customer | |
| Control variables** | ||
| Position | What is your current company position? | |
| MilCareer | Have you been in military service before your career in this company? | |
| Gender | Please provide gender information | |
| Comm1 | We want to stay a supplier of this customer | |
| Comm2 | We want to support a long-term relationship with this customer | |
| Comm3 | We maintain the relationship with this customer for a long time | |
| CompC1 | The cooperation with this customer is far better | |
| CompC2 | This customer is supporting us better administratively | |
| CompC3 | Working with this customer is much easier than with others | |
| Trust1 | This customer can be trusted | |
| Trust2 | We rely on this customer to do/decide what is right | |
| Trust3 | This customer has high integrity and loyalty | |
| Attract1 | This customer secures our competitive position | |
| Attract2 | This customer enables us to develop new market potentials | |
| Attract3 | This customer could hardly be replaced | |
| PrefT1 | We inform this customer first about new ideas | |
| PrefT2 | We allocate scarce resources to this preferred customer | |
| PrefT3 | We share more know-how with this customer than with others | |
| PrefT4 | This customer is our preferred customer | |
| Position | What is your current company position? | |
| MilCareer | Have you been in military service before your career in this company? | |
| Gender | Please provide gender information | |
Notes:
Measured with a six-point Likert scale ranging from 1 “totally disagree” to 6 “totally agree”;
measured with a set of choice options, please see Table I for the alternatives and details
Sharing content requires targeting cookies to be enabled. Please update your cookie preferences to use this feature.