An empirical investigation on the dyad perspective of buyer-seller relationships in Australian regional agribusinesses

Ng, Eric (2009) An empirical investigation on the dyad perspective of buyer-seller relationships in Australian regional agribusinesses. Contemporary Management Research, 5 (3). pp. 287-299. ISSN 1813-5498

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.


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Item Type: Article (Commonwealth Reporting Category C)
Refereed: Yes
Item Status: Live Archive
Additional Information: Permanent restricted access to published version due to publisher copyright policy.
Depositing User: Dr Eric Ng
Faculty / Department / School: Historic - Faculty of Business - School of Management and Marketing
Date Deposited: 14 Jan 2010 01:40
Last Modified: 02 Jul 2013 23:28
Uncontrolled Keywords: buyer-seller relationships, business-to-business, agribusiness, Australia
Fields of Research (FOR2008): 15 Commerce, Management, Tourism and Services > 1505 Marketing > 150599 Marketing not elsewhere classified
15 Commerce, Management, Tourism and Services > 1505 Marketing > 150503 Marketing Management (incl. Strategy and Customer Relations)
Socio-Economic Objective (SEO2008): E Expanding Knowledge > 97 Expanding Knowledge > 970115 Expanding Knowledge in Commerce, Management, Tourism and Services
URI: http://eprints.usq.edu.au/id/eprint/6035

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