Understanding B2B supplier selection relationships: the case of Taiwan agribusinesses

Ng, Eric (2010) Understanding B2B supplier selection relationships: the case of Taiwan agribusinesses. Journal of Business-to-Business Marketing, 17 (2). pp. 149-172. ISSN 1051-712X


Purpose – This paper seeks to investigate the factors impacting on the selection of suppliers in Taiwan agribusiness sector and explore the relative importance of these factors. In addition, it also explores the potential differences based on organizational size and stakeholders (ie buyer versus supplier and management versus operational).

Methodology/Approach – This study is exploratory in nature and involves a two-stage process. Firstly, in-depth interviews were conducted with 10 agribusiness professionals in Taiwan, to determine the relevance of the current literature about the criteria used in the selection of suppliers in the Taiwan agribusiness industry. The second stage involves 16 case studies with 32 interviews conducted, using information gathered from the first stage.

Findings – Findings revealed the support of the 22 selection criteria presented in the preliminary framework as important to influencing an organization’s selection of suppliers in Taiwan agribusiness industry. The findings suggested that Taiwan agribusiness buyers consider the financial position of the suppliers and the quality of their managerial teams as critically important in the supplier selection process. Whilst there was little indication that the desire for business, geographical location, and repair service were regarded as important criteria to selecting suppliers.

Research Implications/Limitations – The findings of this research have added new insights to the existing literature of B2B supplier selection criteria with the identification of two additional criteria (innovativeness and willingness to cooperate). The exploratory nature of this study and the initial development of a framework of supplier selection within the context of Taiwan agribusiness industry had constrained the applicability of the findings to other markets and industries.

Practical Implications – The findings highlighted a list of important selection criteria that agribusiness managers can consider during their supplier selection process. In addition, the findings can assist agribusiness managers from supplying organizations to build upon their organizations’ strengths and capabilities in meeting those important supplier selection criteria so that they can stay ahead in the increasingly competitive agribusiness industry.

Originality/Value/Contribution – By focusing on the agribusiness sector, this study provides insights into a much neglected industry where supplier selection is a crucial issue to many agribusinesses, particularly from the perspective of major buyers in value-adding agribusiness enterprises.

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Item Type: Article (Commonwealth Reporting Category C)
Refereed: Yes
Item Status: Live Archive
Additional Information: Awaiting Authors' version, which will be embargoed until 1 Jan 2012 (18 months), in accordance with the copyright policy of the publisher.
Faculty / Department / School: Historic - Faculty of Business - School of Management and Marketing
Date Deposited: 19 Sep 2010 06:50
Last Modified: 01 Feb 2012 03:59
Uncontrolled Keywords: Taiwan; agribusiness; supplier selection criteria; B2B; relationships; supply chain
Fields of Research : 15 Commerce, Management, Tourism and Services > 1505 Marketing > 150599 Marketing not elsewhere classified
15 Commerce, Management, Tourism and Services > 1503 Business and Management > 150309 Logistics and Supply Chain Management
15 Commerce, Management, Tourism and Services > 1505 Marketing > 150503 Marketing Management (incl. Strategy and Customer Relations)
Socio-Economic Objective: B Economic Development > 90 Commercial Services and Tourism > 9002 Property, Business Support Services and Trade > 900299 Property, Business Support Services and Trade not elsewhere classified
E Expanding Knowledge > 97 Expanding Knowledge > 970115 Expanding Knowledge in Commerce, Management, Tourism and Services
Identification Number or DOI: 10.1080/10517120902762492
URI: http://eprints.usq.edu.au/id/eprint/8366

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