Business-to-business relationships by categories of suppliers in the marketing channel

Margaret Jekanyika Matanda; Bill Schroder

Business-to-business relationships by categories of suppliers in the marketing channel

于Dynamics in chains and networks

著者：

Margaret Jekanyika Matanda

Margaret Jekanyika Matanda ¹Department of Marketing, Monash University, PO Box 527, Frankston, Victoria 3199, Australia

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and

Bill Schroder

Bill Schroder ²Faculty of Business and Economics, Monash University, PO Box 527, Frankston, Victoria 3199, Australia

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类型:: 章节

Page Range:: 532–537

DOI:: https://doi.org/10.3920/9789086865260_063

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This study compares buyer-seller relational dimensions for three categories of supplier (small primary producers, large primary producers and wholesalers) in the Zimbabwean horticultural sector. The results show significant differences for most relational dimensions. Small primary producers showed the highest levels of instrumental satisfaction in their relationship with their main buyer and also the highest levels of dependence and conflict resulting in lower levels of trust and cooperation. Small primary producers also showed the highest level of adaptability of the three groups. Large primary producers showed higher levels of long-term orientation and commitment than wholesalers. Wholesalers showed high levels of social bonding, trust and cooperation relative to the other two groups.

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Dynamics in chains and networks

ISBN:: 9789086865260

出版社:: Wageningen Academic

印刷出版日期:: 10 Oct 2004

Subjects
- Life Sciences

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Business-to-business relationships by categories of suppliers in the marketing channel

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Dynamics in chains and networks

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