How to manage a relationship and be successful: a study of the network and buyer-supplier relationship in the Dutch potted flower and plant industry

Danny Pimentel Claro; G. Hagelaar; S.W.F. (Onno) Omta

How to manage a relationship and be successful: a study of the network and buyer-supplier relationship in the Dutch potted flower and plant industry

In: Dynamics in chains and networks

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Danny Pimentel Claro

Danny Pimentel Claro Department of Business Administration, School of Social Sciences at Wageningen University, Hollandseweg 1, 6706 KN Wageningen, The Netherlands

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G. Hagelaar

G. Hagelaar Department of Business Administration, School of Social Sciences at Wageningen University, Hollandseweg 1, 6706 KN Wageningen, The Netherlands

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S.W.F. (Onno) Omta

S.W.F. (Onno) Omta Department of Business Administration, School of Social Sciences at Wageningen University, Hollandseweg 1, 6706 KN Wageningen, The Netherlands

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Type:: Chapter

Pages:: 203–210

DOI:: https://doi.org/10.3920/9789086865260_025

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In this article, we propose that considering network connections in the studies of buyer-supplier relationships allow a more refined understanding of relationship management. We surveyed the relationship between distributors and growers. In the estimated models, we found several impacts of the information from the business network on the relationship management. The collaborative, long-term relationship appears to lead to success (operational and financial). While the successful distributors engage in joint action and invest in specific assets to achieve high performance, the successful growers trust the distributors and are flexible. Managers may use our study and its empirical evidence as a check on the adequacy of their existing business network and the design of the relationship.

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Dynamics in chains and networks

E-Book ISBN:: 9789086865260

Publisher:: Wageningen Academic

Print Publication Date:: 10 Oct 2004

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- Life Sciences

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How to manage a relationship and be successful: a study of the network and buyer-supplier relationship in the Dutch potted flower and plant industry

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Dynamics in chains and networks

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