Trust: a determinant or the consequence of a long-term buyer-seller relationship.
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Acta Hort. (ISHS) 536. The original publication is available at www.actahort.org
Satisfaction with the relationship between Filipino potato farmers and their preferred seed supplier is derived from the seed supplier's offer quality and the extent to which investments made by the seed supplier support and assist the farmer. However, while satisfaction leads to trust, the relationship between trust and the farmer's long-term commitment to the relationship is more tenuous. These relationship specific investments have a direct impact on the farmer's desire to maintain a long-term relationship which, in turn, results in greater trust between the farmer and their most preferred seed supplier. Whereas the majority of authors conceptualise trust as a determinant of a long-term buyer-seller relationship, it would appear, at least in this study, that trust between potato farmer's and their most preferred seed supplier is the principal outcome of the relationship.
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Building close and long-lasting relationships with focal customers: an empirical study of seed potato purchasing by Filipino potato farmersBatt, Peter (2003)In the highlands of the Northern Philippines, a model of long-term relationships between potato farmers and their preferred seed suppliers is proposed. In the absence of any certified seed system that might provide some ...
Batt, Peter (2000)A model of buyer-seller relationships is developed to examine the nature of the long-term relationships between Filipino potato farmers and their seed suppliers. Relational satisfaction is derived from the seed supplier's ...
Batt, Peter (2001)A model of long-term relationships between potato farmers and their seed suppliers in the highlands of the Northern Phillipines reveals that while farmers are generally dissatisfied with the nature of their relationship ...