Sustainable supplier-distributor relationships: insights from Australian agribusinesses

Ng, Eric (2011) Sustainable supplier-distributor relationships: insights from Australian agribusinesses. In: 2011 International Conference on Marketing Studies (ICMS 2011), 10-11 Sept 2011, Kuala Lumpur, Malaysia.

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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.

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Item Type: Conference or Workshop Item (Commonwealth Reporting Category E) (Paper)
Refereed: Yes
Item Status: Live Archive
Additional Information: No evidence of copyright restrictions preventing deposit.
Faculty/School / Institute/Centre: Historic - Faculty of Business and Law - School of Management and Marketing
Date Deposited: 25 Sep 2011 05:12
Last Modified: 28 Jun 2017 23:38
Uncontrolled Keywords: supplier-distributor relationships, business-to-business relationships, success factors, agribusiness, Australia
Fields of Research : 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: E Expanding Knowledge > 97 Expanding Knowledge > 970115 Expanding Knowledge in Commerce, Management, Tourism and Services

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