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

Ng, Eric (2012) An empirical study on the success factors of supplier-distributor relationships. Contemporary Management Research, 8 (2). pp. 161-180. ISSN 1813-5498


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.

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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.
Faculty/School / Institute/Centre: Historic - Faculty of Business and Law - School of Management and Marketing
Date Deposited: 09 Jan 2013 07:48
Last Modified: 28 Jun 2017 23:37
Uncontrolled Keywords: supplier-distributor relationships; business-to-business relationships; success factors; agribusiness; Australia
Fields of Research : 22 Philosophy and Religious Studies > 2201 Applied Ethics > 220102 Business Ethics
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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