An empirical study on the success factors of supplier-distributor relationships

Article

Ng, Eric. 2012. "An empirical study on the success factors of supplier-distributor relationships." Contemporary Management Research: an international journal. 8 (2), pp. 161-180.
Article Title

An empirical study on the success factors of supplier-distributor relationships

ERA Journal ID40337
Article CategoryArticle
Authors
AuthorNg, Eric
EditorsWang, Wenchang
Journal TitleContemporary Management Research: an international journal
Journal Citation8 (2), pp. 161-180
Number of Pages20
Year2012
Place of PublicationTaipei City, Taiwan
ISSN1813-5498
Web Address (URL)http://www.cmr-journal.org/article/view/11050
Abstract

This study investigates the factors that affect the success of supplier-distributor relationships in the Australian agribusiness industry. While B2B relationships have been researched extensively and across a range of industries, there is little evidence of its application to the agribusiness sector. A preliminary framework of success factors was developed from the extant literature, 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 2020500102. Business ethics
350699. Marketing not elsewhere classified
350605. Marketing management (incl. strategy and customer relations)
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Byline AffiliationsSchool of Management and Marketing
Institution of OriginUniversity of Southern Queensland
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