IDEAS home Printed from https://ideas.repec.org/a/gam/jjrfmx/v15y2022i11p540-d978660.html
   My bibliography  Save this article

Effects of Supplier’s Competitive Factors on Relationship Performance and Product Recommendation in Crop Protection Retail Sector

Author

Listed:
  • Byungok Ahn

    (Seoul Business School, aSSIST University, Seoul 03767, Republic of Korea)

  • Boyoung Kim

    (Seoul Business School, aSSIST University, Seoul 03767, Republic of Korea)

  • Jongpil Yu

    (Business Administration School, Sejong University, Seoul 05006, Republic of Korea)

Abstract

The changes in distribution channels of the crop protection industry are accelerating the influence of crop protection retailers on farmers’ product purchase decisions. This study aims to identify the critical competitive factors; ‘product quality’, ‘supply price’, ‘brand awareness’, ‘flexibility’, and ‘promotion support’; of crop protection manufacturers. And it empirically analyzes effects of the critical factors on relationship performance and product recommendation of crop protection retailers. This research also examined the difference among these major factors according to the level of trust of crop protection companies as suppliers. Survey data were collected from 660 retailers by the crop protection distribution market in South Korea. As for the results, the five factors were defined as the crop protection suppliers’ competitive factors. Supply price, promotion support, brand awareness, and flexibility had a positive (+) effect on relationship performance. Brand awareness, promotion support, product quality, and flexibility had a positive (+) effect on customer recommendation. Furthermore, supply price significantly affected relationship performance in a group with high trust, and promotion support significantly affected a group with low trust.

Suggested Citation

  • Byungok Ahn & Boyoung Kim & Jongpil Yu, 2022. "Effects of Supplier’s Competitive Factors on Relationship Performance and Product Recommendation in Crop Protection Retail Sector," JRFM, MDPI, vol. 15(11), pages 1-17, November.
    • Handle: RePEc:gam:jjrfmx:v:15:y:2022:i:11:p:540-:d:978660
    as

    Download full text from publisher

    File URL: https://www.mdpi.com/1911-8074/15/11/540/pdf
    Download Restriction: no
    File URL: https://www.mdpi.com/1911-8074/15/11/540/
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Padgett, Daniel & Hopkins, Christopher D. & Williams, Zac, 2020. "Buyer dependence in B2B relationships: The role of supplier investments, commitment form, and trust," Journal of Business Research, Elsevier, vol. 119(C), pages 13-24.
    2. Siskos, Y. & Matsatsinis, N. F. & Baourakis, G., 2001. "Multicriteria analysis in agricultural marketing: The case of French olive oil market," European Journal of Operational Research, Elsevier, vol. 130(2), pages 315-331, April.
    3. Tan, Yingsi & Geng, Shuang & Katsumata, Sotaro & Xiong, Xiaojun, 2021. "The effects of ad heuristic and systematic cues on consumer brand awareness and purchase intention: Investigating the bias effect of heuristic information processing," Journal of Retailing and Consumer Services, Elsevier, vol. 63(C).
    4. Shiruo Fei & Chanho Kwon & Changhyun Jin, 2021. "The Role of Corporate Ethical Management on Trade Relationship Trust and Commitment: B2B," Sustainability, MDPI, vol. 13(9), pages 1-18, May.
    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. Asimina Kouriati & Anna Tafidou & Evgenia Lialia & Angelos Prentzas & Christina Moulogianni & Eleni Dimitriadou & Thomas Bournaris, 2024. "A Multicriteria Decision Analysis Model for Optimal Land Uses: Guiding Farmers under the New European Union’s Common Agricultural Policy (2023–2027)," Land, MDPI, vol. 13(6), pages 1-22, June.
    2. Karipidis, Philippos I. & Tsakiridou, Efthimia & Tabakis, Nikolaos M., 2005. "The Greek Olive Oil Market Structure," Agricultural Economics Review, Greek Association of Agricultural Economists, vol. 6(1), pages 1-9.
    3. Qayyum, Abdul & Jamil, Raja Ahmed & Shah, Adnan Muhammad & Lee, KangYoon, 2023. "Inclusive advertising featuring disability on instagram: Effect on consumer well-being, brand engagement, and purchase intention," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
    4. Surajit Bag & Muhammad Sabbir Rahman & Gautam Srivastava & Peter Kilbourn & Nishikant Mishra, 2024. "Buyer–supplier partnerships and circular economy performance in food supply chains: Serial mediation by commitment contract and innovation performance," Business Strategy and the Environment, Wiley Blackwell, vol. 33(2), pages 1247-1264, February.
    5. Urbaniak Maciej, 2021. "Role of supplier evaluation criteria in risk mitigation related to purchasing process," Engineering Management in Production and Services, Sciendo, vol. 13(2), pages 96-106, June.
    6. Zheng, Chundong & Liu, Xinru & Liu, Shuqin, 2024. "How to make busy individuals donate more? The matching effect of charitable appeals and busyness on willingness to donate," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
    7. Tiago Silveira Gontijo & Alexandre de C ssio Rodrigues & Cristiana Fernandes De Muylder & Jefferson Lopes la Falce & Thiago Henrique Martins Pereira, 2020. "Analysis of Olive Oil Market Volatility using the ARCH and GARCH techniques," International Journal of Energy Economics and Policy, Econjournals, vol. 10(3), pages 423-428.
    8. Xiao, Tingwen & Wei, Haiying & Chen, Siyun, 2024. "Prominent or subtle: The impact of brand prominence on social media advertisement engagement," Journal of Retailing and Consumer Services, Elsevier, vol. 80(C).
    9. Vesna Sesar & Ivana Martinčević & Monika Boguszewicz-Kreft, 2022. "Relationship between Advertising Disclosure, Influencer Credibility and Purchase Intention," JRFM, MDPI, vol. 15(7), pages 1-21, June.
    10. Zhou, Liying & Mao, Hongyi & Zhao, Taiyang & Wang, Valerie Lynette & Wang, Xiaodong & Zuo, Peng, 2022. "How B2B platform improves Buyers’ performance: Insights into platform’s substitution effect," Journal of Business Research, Elsevier, vol. 143(C), pages 72-80.
    11. Dimitrios Chelioudakis & Fotini Kalafati & Efstathios Gerampinis & Nikolaos F. Matsatsinis, 2024. "A web-based multi-criteria decision support system for benchmarking marketing decisions alternatives," Operational Research, Springer, vol. 24(3), pages 1-31, September.
    12. Luigi Roselli & Domenico Carlucci & Bernardo Corrado Gennaro, 2016. "What Is the Value of Extrinsic Olive Oil Cues in Emerging Markets? Empirical Evidence from the U.S. E‐Commerce Retail Market," Agribusiness, John Wiley & Sons, Ltd., vol. 32(3), pages 329-342, July.
    13. Chen, Si & Wu, Yajun & Deng, Fengyi & Zhi, Kuiyun, 2023. "How does ad relevance affect consumers' attitudes toward personalized advertisements and social media platforms? The role of information co-ownership, vulnerability, and privacy cynicism," Journal of Retailing and Consumer Services, Elsevier, vol. 73(C).
    14. Wen-Kuei Wu & Shu-Chin Huang & Hsiao-Chung Wu & Maw-Liann Shyu, 2021. "The Effects of the Social Influence Approach on Swift Guanxi, Trust and Repurchase Intention When Considering Buyer Dependence," Sustainability, MDPI, vol. 13(14), pages 1-14, July.
    15. Laurent CARPENTIER & Aurély LAO, 2021. "Exploratory Qualitative Study of Inter-Organizational Commitment in a Specific B to B Context," Journal of Emerging Trends in Marketing and Management, The Bucharest University of Economic Studies, vol. 1(1), pages 212-221, August.
    16. Eugenio POMARICI & Riccardo VECCHIO, 2013. "The Italian olive oil industry in the global competitive scenario," Agricultural Economics, Czech Academy of Agricultural Sciences, vol. 59(8), pages 361-372.
    17. Jing Li & Tsun Se Cheong & Wenyang Huang & Wai Yan Shum, 2022. "Examining the Regional Disparity of Agricultural Development: A Distribution Dynamics Approach," Sustainability, MDPI, vol. 14(19), pages 1-22, October.
    18. Lei Chen & Sheema Matloob & Yang Sunlei & Sikandar Ali Qalati & Ali Raza & Mónica Lorena Sánchez Limón, 2023. "A Moderated–Mediated Model for Eco-Conscious Consumer Behavior," Sustainability, MDPI, vol. 15(2), pages 1-20, January.
    19. Jin, Hyun Joung, 2011. "Consumer Willingness-to-Pay for Domestically Produced Wheat Products in South Korea," Journal of Rural Development/Nongchon-Gyeongje, Korea Rural Economic Institute, vol. 34(5), pages 1-17, December.
    20. Ismahene Aouadni & Abdelwaheb Rebai, 2017. "Decision support system based on genetic algorithm and multi-criteria satisfaction analysis (MUSA) method for measuring job satisfaction," Annals of Operations Research, Springer, vol. 256(1), pages 3-20, September.

    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:gam:jjrfmx:v:15:y:2022:i:11:p:540-:d:978660. 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: MDPI Indexing Manager (email available below). General contact details of provider: https://www.mdpi.com .

    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.