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Building Long-Term Buyer-Seller Relationships in Food Chains

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  • Batt, Peter J.

Abstract

Building on the extent literature of buyer-seller relationships, we develop a model that describes the relationship building process. Starting from the suppliers offer quality, we demonstrate how relational satisfaction leads to trust and the customers desire to maintain the relationship. These variables are examined in relation to the situational factors (dependence and the exchange partners willingness to make idiosyncratic investments).

Suggested Citation

  • Batt, Peter J., 2003. "Building Long-Term Buyer-Seller Relationships in Food Chains," 14th Congress, Perth, Western Australia, August 10-15, 2003 24329, International Farm Management Association.
    • Handle: RePEc:ags:ifma03:24329
    DOI: 10.22004/ag.econ.24329
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    File URL: https://ageconsearch.umn.edu/record/24329/files/cp03ba02.pdf
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    References listed on IDEAS

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    1. Erin Anderson & Barton Weitz, 1989. "Determinants of Continuity in Conventional Industrial Channel Dyads," Marketing Science, INFORMS, vol. 8(4), pages 310-323.
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    Cited by:

    1. Axalan, Jerick T. & Murray-Prior, Roy B. & Concepcion, Sylvia B. & Lamban, Ruby Jane G. & Real, Rodel R. & Montiflor, Marilou O. & Batt, Peter J. & Rola-Rubzen, Maria Fay & Bacus, Recarte H. & Israel,, 2012. "Relationships with market intermediaries: the case of vegetable cluster marketing in Southern Philippines," 2012 Conference (56th), February 7-10, 2012, Fremantle, Australia 124222, Australian Agricultural and Resource Economics Society.

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