Modelling buyer-seller relationships in agribusiness in South East Asia
MetadataShow full item record
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 offer quality (seed quality, delivery intent and competitive price), relationship specific investments (adaptions, communication, education and training and reciprocal buying) and a reduction in uncertainty in the seed supply market. However, rather than satisfaction leading to trust, satisfaction has a more direct impact on a potato farmer's desire to maintain a long-term relationship. Nevertheless, in the absence of a formal seed certification system and the nature of the long-term credit arrangements that often exist between farmers and seed suppliers, including reciprocal purchasing arrangements, trust remains a key relationship building variable. Fortuitously, seed suppliers have an opportunity to build trust with potato farmers through making relationship specific investments.
Showing items related by title, author, creator and subject.
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)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 ...
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 ...