An empirical investigation on the dyad perspective of buyer-seller relationships in Australian regional agribusinesses
Article
Article Title | An empirical investigation on the dyad perspective of buyer-seller relationships in Australian regional agribusinesses |
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ERA Journal ID | 40337 |
Article Category | Article |
Authors | |
Author | Ng, Eric |
Journal Title | Contemporary Management Research: an international journal |
Journal Citation | 5 (3), pp. 287-299 |
Number of Pages | 13 |
Year | 2009 |
Place of Publication | Taiwan |
ISSN | 1813-5498 |
Web Address (URL) | http://www.cmr-journal.org/issue/view/382 |
Abstract | [Abstract]: The research reported in this study investigated how agribusinesses in Australian regional setting evaluate their existing business relationships and identifying the areas for improvement. These areas were examined in terms of the variables of the five-stage buyer-seller relationships development process from the existing literature and this was achieved through a series of 24 in-depth interviews conducted with 12 agribusinesses from a dyadic perspective. The findings revealed that at the early stages of the relationship, organisations were concern with achieving product and service quality whilst trust, commitments, co-operation, social and structural bonds were regarded as more critical in the later stages of the relationship, to the development of a close long-term relationship. The research findings also highlighted eight areas for improvement in a buyer-seller relationship that could vary in their relevance and importance at each level of the relationship. |
Keywords | buyer-seller relationships, business-to-business, agribusiness, Australia |
ANZSRC Field of Research 2020 | 350699. Marketing not elsewhere classified |
350605. Marketing management (incl. strategy and customer relations) | |
Public Notes | Files associated with this item cannot be displayed due to copyright restrictions. |
Byline Affiliations | School of Management and Marketing |
https://research.usq.edu.au/item/9z465/an-empirical-investigation-on-the-dyad-perspective-of-buyer-seller-relationships-in-australian-regional-agribusinesses
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