Sustainable supplier-distributor relationships: insights from Australian agribusinesses

Paper

Ng, Eric. 2011. "Sustainable supplier-distributor relationships: insights from Australian agribusinesses." Fang, Wenchang (ed.) 2011 International Conference on Marketing Studies (ICMS 2011). Kuala Lumpur, Malaysia 10 - 11 Sep 2011 Taipei County, Taiwan.
Paper/Presentation Title

Sustainable supplier-distributor relationships: insights from Australian agribusinesses

Presentation TypePaper
Authors
AuthorNg, Eric
EditorsFang, Wenchang
Journal or Proceedings TitleProceedings of the 2011 International Conference on Marketing Studies (ICMS 2011)
Number of Pages15
Year2011
Place of PublicationTaipei County, Taiwan
Web Address (URL) of Paperhttp://academic-journal.org/conference/ICMS2011/ICMS2011_CD/Paper/SUSTAINABLE%20SUPPLIER-DISTRIBUTOR%20RELATIONSHIPS%20INSIGHTS%20FROM%20AUSTRALIAN%20AGRIBUSINESSES.pdf
Conference/Event2011 International Conference on Marketing Studies (ICMS 2011)
Event Details
2011 International Conference on Marketing Studies (ICMS 2011)
Event Date
10 to end of 11 Sep 2011
Event Location
Kuala Lumpur, Malaysia
Abstract

This study investigated the factors that impact on the success of supplier-distributor relationships in the Australian agribusiness industry. The importance of this research lies in the fact that while B2B relationships have been researched extensively and across a range of industries, there is little evidence of its application to the agribusiness sector. From the extant literature, a preliminary framework of success factors was developed and investigated through 20 in-depth interviews conducted with 10 agribusinesses from a dyadic perspective. The findings of this research confirmed the initial 11 factors presented in the preliminary framework as being important to the success of supplier-distributor relationships. The research findings also revealed insights into six new factors that were considered to be crucial to the relationship success, which were included in the revised framework for future investigation.

Keywordssupplier-distributor relationships, business-to-business relationships, success factors, agribusiness, Australia
ANZSRC Field of Research 2020350699. Marketing not elsewhere classified
350605. Marketing management (incl. strategy and customer relations)
Public Notes

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Byline AffiliationsSchool of Management and Marketing
Institution of OriginUniversity of Southern Queensland
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