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.

Response format

Likert

Scale items

• We do not expect to increase our purchases from this supplier in the future. (R)
• In the future, this supplier will receive a larger share of our business.
• We expect to expand our business with this supplier.
• Over the next few years, this supplier will be used more than it is now.

Full scale items shown. Always cite the original source when using this scale in research.

Usage notes & scoring

CR = .93, AVE = .78. 5-point strongly agree–strongly disagree scale. One item is reverse-scored. Validated on combined US and German manufacturing sample (n=478). Study found all three types of customer costs (direct product, acquisition, and operations) significantly predict expansion intentions.

Recommended companion scales

Citation

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

Keywords