Marketing professor’s research wins awards

Ursula Sullivan
Ursula Sullivan

Assistant marketing professor Ursula Sullivan recently received two research awards for her sole-authored research paper titled, “Supply Chain Alliances: Exploring the Drivers of Performance Value and Buyer Satisfaction.”

In this paper, Sullivan investigates the value gained from supply chain alliances. Archival data are examined to understand where suppliers can add value in a partnership and to learn whether these relationships affect customer satisfaction.

As hypothesized, the results indicate there are factors that allow a supplier to both directly and indirectly contribute to the value customers can gain from forming an alliance. Furthermore, providing value to customers through a supply chain alliance does result in greater customer satisfaction.

In deriving the results, this paper extends the research on supply chain alliance value by measuring what the value represents to buyers as well as to suppliers.

The awards designated to Sullivan for her research paper are: “2011 MBAA International McGraw-Hill/Irwin Distinguished Paper Award” and the “Outstanding Paper in the Supply Chain/Logistics track of the Marketing Management Association Spring Conference.” She received both awards March 24 at a presentation at Chicago’s Drake Hotel.

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