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Buyer-Supplier Relationships: An Investigation of Moderating Factors on the Development of Partnership Characteristics and Performance

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  • Duffy, Rachel
  • Fearne, Andrew

Abstract

The contemporary view of competitiveness and strategy is based on the foundation that customer value is created by firms working together for common aims and not created by firms working in isolation. Therefore there is increasing recognition that firms who engage in co-operative long-term partnerships, improve the operation of the supply chain as a whole for the mutual benefit of all parties involved. However researchers have suggested that the degree of partnership that develops between a buyer and a supplier, and the performance outcomes achieved, are likely to be moderated by firm, market or product characteristics. Therefore using data collected from a survey of UK fresh produce suppliers, this study investigates how differences, in terms of size, type of product supplied, number and type of customers supplied, and the length of the customer relationship, influences the development and performance of buyer-supplier relationships in the UK fresh produce industry.

Suggested Citation

  • Duffy, Rachel & Fearne, Andrew, 2004. "Buyer-Supplier Relationships: An Investigation of Moderating Factors on the Development of Partnership Characteristics and Performance," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association, vol. 7(2), pages 1-25.
    • Handle: RePEc:ags:ifaamr:8116
    DOI: 10.22004/ag.econ.8116
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    References listed on IDEAS

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    1. Geyskens, I. & Steenkamp, J.E.B.M. & Scheer, L.K. & Kumar, N., 1996. "The effects of trust and interdependence on relationship commitment : A trans-Atlantic study," Other publications TiSEM ef7c8d6c-963d-4ee7-8576-9, Tilburg University, School of Economics and Management.
    2. Jakki Mohr & Robert Spekman, 1994. "Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques," Strategic Management Journal, Wiley Blackwell, vol. 15(2), pages 135-152, February.
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    Cited by:

    1. Saghiri, Soroosh & Wilding, Richard, 2021. "On the effectiveness of supplier development programs: The role of supply-side moderators," Technovation, Elsevier, vol. 103(C).
    2. Schulze, Birgit & Spiller, Achim, 2006. "Determinants of Trust between Buyers and Suppliers in Agribusiness: Empirical Evidence from the German Pork Sector," 99th Seminar, February 8-10, 2006, Bonn, Germany 7719, European Association of Agricultural Economists.

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