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Moderating Effect of Dynamic Environment in the Relationship between Guanxi, Trust, and Repurchase Intention of Agricultural Materials

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  • Lan Li

    (Research Center of Henan Economy, School of Business Administration, Henan University of Economics and Law, Zhengzhou 450046, China)

  • Gang Li

    (School of Management and Economics, North China University of Water Resources and Electric Power, Zhengzhou 450045, China)

  • Xiaoling Feng

    (School of Management and Economics, North China University of Water Resources and Electric Power, Zhengzhou 450045, China)

  • Zhigao Liu

    (Jiangsu FoxLink Green Energy Technology Co. LTD., Lianyungang 222000, China)

  • Fu-Sheng Tsai

    (Department of Business Administration, Cheng Shiu University, Kaohsiung 83347, Taiwan
    Center for Environmental Toxin and Emerging-Contaminant Research, Cheng Shiu University, Kaohsiung 83347, Taiwan
    Super Micro Mass Research and Technology Center, Cheng Shiu University, Kaohsiung 83347, Taiwan)

Abstract

Repurchasing intention of agricultural materials is a key to a sustainable food business system. The novel contribution of this study is that we go beyond technical aspect and look into human capital dynamics in a general context, by examining how different dimensions of ‘guanxi’ (i.e., personal relations and instrumentality) between farmers and agricultural retailers affect trust between the two and, in turn, repeated purchase intention of agricultural materials by farmers in China. To further generate implications for food system as a whole, we also examined how dynamic environment moderates the effects mentioned above. Adopting survey method and multivariate analyses, this study tests the hypotheses with a collected data set of 578 farmers from representative rural areas of China. The results show that guanxi between farmers and agricultural retailers has a positive effect on trust between them and on repeated purchase intentions of farmers. While instrumentality has a negative effect on trust between them and on repeated purchase intentions of farmers. The trust between farmers and agricultural retailers promotes farmers’ repeated purchase intentions. The intensity of competition negatively moderates the positive relation between trust and repeated purchases. Demand uncertainty does not moderate the positive effect of trust on repeated purchases. The results and discussion shed light on agricultural food system sustainability from a dynamic environment embedded business relationship perspective.

Suggested Citation

  • Lan Li & Gang Li & Xiaoling Feng & Zhigao Liu & Fu-Sheng Tsai, 2019. "Moderating Effect of Dynamic Environment in the Relationship between Guanxi, Trust, and Repurchase Intention of Agricultural Materials," IJERPH, MDPI, vol. 16(19), pages 1-23, October.
    • Handle: RePEc:gam:jijerp:v:16:y:2019:i:19:p:3773-:d:274099
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    References listed on IDEAS

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    3. Dan J. Kim & Donald L. Ferrin & H. Raghav Rao, 2009. "Trust and Satisfaction, Two Stepping Stones for Successful E-Commerce Relationships: A Longitudinal Exploration," Information Systems Research, INFORMS, vol. 20(2), pages 237-257, June.
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    Cited by:

    1. Lan Li & Gang Li & Junqi Chen, 2020. "Professional Competence or Personal Relationship? Research on the Influencing Mechanism on Repeated Purchase Intention of Agricultural Resources," IJERPH, MDPI, vol. 17(7), pages 1-18, March.
    2. Le Liu & Yinyun Yan & Xin Tian & Zuoliang Jiang, 2024. "Impact of Text and Image Information on Community Group Buying Performance: Empirical Evidence from Convenience Chain Stores," Sustainability, MDPI, vol. 16(11), pages 1-14, May.
    3. Sigrid Kusch-Brandt, 2020. "Towards More Sustainable Food Systems—14 Lessons Learned," IJERPH, MDPI, vol. 17(11), pages 1-8, June.
    4. Eleni-Efthymia Psychogiou & Giannis T. Tsoulfas, 2024. "Critical Factors Affecting Trust in the Wine Supply Chain in Greece: A Grey DEMATEL Approach," Logistics, MDPI, vol. 8(1), pages 1-22, February.
    5. Felix Kipkosgei & Seung Yeon Son & Seung-Wan Kang, 2020. "Coworker Trust and Knowledge Sharing among Public Sector Employees in Kenya," IJERPH, MDPI, vol. 17(6), pages 1-17, March.

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