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(Dis)loyalty in the German dairy industry: a supplier relationship management view ; empirical evidence and management implications

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  • Schulze, Birgit
  • Wocken, Christian
  • Spiller, Achim

Abstract

During the last decades there have been many empirical and theoretical attempts to approach the question of how to build and maintain stable, long-term relationships (Hennig- Thurau and Hansen, 2000; Andaleeb, 1996). In neoclassical analysis, one would typically argue that the decision to whom to deliver one's products or from whom to buy them is only based on price. The perception that the homo oeconomicus is no appropriate idea of man for the analysis of enduring business relationships, however, is not new (Heide, 1994). Today, it is widely accepted that behavioural aspects such as commitment and loyalty also play an important role in economic exchanges.

Suggested Citation

  • Schulze, Birgit & Wocken, Christian & Spiller, Achim, 2008. "(Dis)loyalty in the German dairy industry: a supplier relationship management view ; empirical evidence and management implications," DARE Discussion Papers 0806, Georg-August University of Göttingen, Department of Agricultural Economics and Rural Development (DARE).
    • Handle: RePEc:zbw:daredp:0806
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    References listed on IDEAS

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    1. Kool, Maarten, 1994. "Vendor Loyalty of Farmers: Characterisation, Description and Analysis," European Review of Agricultural Economics, Oxford University Press and the European Agricultural and Applied Economics Publications Foundation, vol. 21(2), pages 287-307.
    2. Geyskens, I. & Steenkamp, J.E.B.M. & Scheer, L.K. & Kumar, N., 1996. "The effects of trust and interdependence on relationship commitment : A trans-Atlantic study," Other publications TiSEM ef7c8d6c-963d-4ee7-8576-9, Tilburg University, School of Economics and Management.
    3. Zeuli, Kimberly A. & Bentancor, Andrea, 2005. "The Effects of Cooperative Competition on Member Loyalty," 2005 Annual Meeting, November 8-9 31823, NCERA-194 Research on Cooperatives.
    4. Jie, Ferry & Parton, Kevin A. & Cox, Rodney J., 2007. "Supply Chain Practice, Supply Chain Performance Indicators and Competitive Advantage of Australian Beef Enterprises: A Conceptual Framework," 2007 Conference (51st), February 13-16, 2007, Queenstown, New Zealand 10116, Australian Agricultural and Resource Economics Society.
    5. Hansen, Mark H. & Morrow, J.L., Jr. & Batista, Juan C., 2002. "The Impact Of Trust On Cooperative Membership Retention, Performance, And Satisfaction: An Exploratory Study," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association, vol. 5(1), pages 1-19.
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    Cited by:

    1. Albersmeier, Friederike & Plumeyer, Cord-Herwig & Schulze, Birgit & Theuvsen, Ludwig, 2010. "Zur Stabilität Von Geschäftsbeziehungen Auf Dem Landpachtmarkt: Eine Kausalanalyse Zur Wechselbereitschaft Von Verpächtern," 50th Annual Conference, Braunschweig, Germany, September 29-October 1, 2010 93941, German Association of Agricultural Economists (GEWISOLA).

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