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January 23, 2009
Joseph P. Cannon, associate professor in the Department of Marketing, is co-author of the paper designated as the 2009 winner of the Louis W. Stern Award by the Interorganizational Marketing Special Interest Group, or SIG, of the American Marketing Association.
This award recognizes high-impact research published in the past 3-8 years, and it is the second time Professor Cannon has won the award. To win the Stern award twice is a tremendous accomplishment.
A committee chaired by Shankar Ganesan (University of Arizona), and also comprised of Ravi Sohi (University of Nebraska), and Robert Palmatier (University of Washington), announced that Cannon (Colorado State University) and Christian Homburg (University of Mannheim, Germany) were selected as winners of the 2009 Louis W. Stern Award for their article, "Buyer-Supplier Relationships and Customer Firm Costs," which was published in the Journal of Marketing in January 2001.
The Interorganizational SIG’s Louis W. Stern Award was established by Louis W. and Rhona L. Stern in 1999 through the American Marketing Association Foundation. The award recognizes an outstanding article published in a widely recognized and highly respected refereed journal that has made a significant contribution to the literature on marketing and channels of distribution. An article is eligible for consideration between three and eight calendar years after publication.
The committee was impressed by the originality of the article and its high degree of impact on the interorganizational literature. This article expands the scope of interfirm relationship value generation by integrating multiple types of customer cost reductions into the extant model of buyer-supplier relationships, which has historically focused more on the benefits of relationship building. In particular, this article has made an important contribution by clearly delineating the different types of customer firm costs that are affected by supplier behaviors. The proposed model was tested using data collected from 500 buying organizations in the United States and Germany.
As a testament to its impact, this article has been highly cited and received multiple nominations from the interorganizational research community.
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