Anticipated Expansion of Purchases Scale

What it measures

Measures a buying firm's intentions to expand future purchases and increase the share of business allocated to a focal supplier. Higher scores indicate stronger future purchase expansion intentions. Used as the key relational performance outcome in the study.

Representative items

• In the future, this supplier will receive a larger share of our business.
• We expect to expand our business with this supplier.

Citation

Cannon, J.P. & Homburg, C. (2001). Buyer–supplier relationships and customer firm costs. Journal of Marketing, 65(1), 29–43.