IDEAS home Printed from https://ideas.repec.org/a/bcp/journl/v8y2024i14p131-141.html
   My bibliography  Save this article

The Moderating Effect of Negotiation on the Buyer Seller Relationship Level and Performance in Transport Logistics Firms in Mombasa County

Author

Listed:
  • Asha Mohamed

    (Department of Marketing & Logistics, Moi University)

  • Stanley Kavale

    (Department of Management Science & Entrepreneurship, Moi University)

  • Zura Mohamed

    (Department of Marketing & Logistics, Moi University)

Abstract

A dependable procurement system is one created to improve accuracy, efficiency, effectiveness and speed. The general objective of the study was to investigate the moderating effect of negotiation on the buyer seller relationship level and performance in transport logistics firms in Mombasa County. The specific objectives of the study were; to assess the effect of adversarial pairing relationship level, barometric relationship level, complementary relationship level and moderating effect of negotiation and performance in transport logistics firms in Mombasa County. This study employed the social exchange theory, negotiation theory, transaction cost theory and the buyer supplier optimization theory. The study used explanatory research design. The target population was 188 transport logistics firms in Mombasa County and Yamane sampling formula was used to generate a sample size of 127 transport logistics firms. The results indicated that adversarial relationship level, barometric relationship level, complementary relationship level and negotiation positively and significantly affect performance in transport logistics firms in Mombasa County. The results further showed that negotiation positively moderated the relationship between adversarial relationship level, barometric relationship level, complementary relationship level and performance in transport logistics firms in Mombasa County. The study concluded that adversarial relationship level, barometric relationship level, complementary relationship level have significant effect on firm performance while negotiation positively moderated the relationship between. This study recommended that managers should improve on adversarial relationship level, barometric relationship level, complementary relationship level and negotiation to increase firm performance.

Suggested Citation

  • Asha Mohamed & Stanley Kavale & Zura Mohamed, 2024. "The Moderating Effect of Negotiation on the Buyer Seller Relationship Level and Performance in Transport Logistics Firms in Mombasa County," International Journal of Research and Innovation in Social Science, International Journal of Research and Innovation in Social Science (IJRISS), vol. 8(14), pages 131-141, November.
    • Handle: RePEc:bcp:journl:v:8:y:2024:i:14:p:131-141
    as

    Download full text from publisher

    File URL: https://www.rsisinternational.org/journals/ijriss/Digital-Library/volume-8-issue-14/131-141.pdf
    Download Restriction: no
    File URL: https://rsisinternational.org/journals/ijriss/articles/the-moderating-effect-of-negotiation-on-the-buyer-seller-relationship-level-and-performance-in-transport-logistics-firms-in-mombasa-county/
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Tinotenda Fredrick Munyimi & Doctor Felix Chari, 2018. "The role of buyer–supplier relationships in achieving economic sustainability in the private telecommunication sector in Zimbabwe," Cogent Business & Management, Taylor & Francis Journals, vol. 5(1), pages 1540917-154, January.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Wen-Kuo Chen & Venkateswarlu Nalluri & Suresh Ma & Mei-Min Lin & Ching-Torng Lin, 2021. "An Exploration of the Critical Risk Factors in Sustainable Telecom Services: An Analysis of Indian Telecom Industries," Sustainability, MDPI, vol. 13(2), pages 1-22, January.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:bcp:journl:v:8:y:2024:i:14:p:131-141. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Dr. Pawan Verma (email available below). General contact details of provider: https://rsisinternational.org/journals/ijriss/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.