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Purchase decision making and buyer‐seller relationship development in the French food processing industry

Author

Listed:
  • Sam Dzever

    (Telemark University College - Telemark University College, Audencia Business School)

  • Mohamed Merdji

    (Audencia Business School)

  • Anne-Laure Saives

    (ONIRIS - École nationale vétérinaire, agroalimentaire et de l'alimentation Nantes-Atlantique)

Abstract

Analyzes the nature of purchase decision making and buyer‐seller relationship development in the French food processing industry. It is the result of a detailed empirical study undertaken among 30 firms and international suppliers, and part of a larger research project. Intensive face‐to‐face interviews were carried out with purchasing executives drawn from 30 firms operating in the industry. Confirms the need for suppliers to understand in greater detail factors that buyers regard as decisive in their choice of a supplier as well as those that are pivotal in the development of long‐term relationships. A detailed understanding of these factors would aid suppliers in better formulating appropriate market entry and growth strategies in this increasingly competitive environment.

Suggested Citation

  • Sam Dzever & Mohamed Merdji & Anne-Laure Saives, 2001. "Purchase decision making and buyer‐seller relationship development in the French food processing industry," Post-Print hal-02560065, HAL.
    • Handle: RePEc:hal:journl:hal-02560065
    DOI: 10.1108/13598540110407769
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    Cited by:

    1. Faultrier, Brigitte de & Towers, Neil, 2011. "An exploratory packaging study of the composite fashion footwear buying framework," Journal of Retailing and Consumer Services, Elsevier, vol. 18(5), pages 463-470.
    2. John Rudolph Raj & Arumugam Seetharaman, 2014. "The Impact of Vendor Development in Supply Chain Management on Firm Performance," International Journal of Management Sciences, Research Academy of Social Sciences, vol. 4(9), pages 371-382.

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