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    What suppliers seek from their downstream buyers

    185537_185537.pdf (305.6Kb)
    Access Status
    Open access
    Authors
    Nawi, N.
    Batt, Peter
    Date
    2011
    Type
    Journal Article
    
    Metadata
    Show full item record
    Citation
    Nawi, N.M. and Batt, P.J. 2011. What suppliers seek from their downstream buyers. Acta Horticulturae. 895: pp. 193-201.
    Source Title
    Acta Horticulturae
    Additional URLs
    http://www.actahort.org/books/895/895_24.htm
    ISSN
    05677572
    School
    School of Management
    Remarks

    "The original publication is available at www.actahort.org".

    URI
    http://hdl.handle.net/20.500.11937/9381
    Collection
    • Curtin Research Publications
    Abstract

    The results of a study undertaken in the Western Australian apple industry suggest that what growers want from their downstream buyers and what they actually receive as a result of their transactions with their preferred trading partners are vastly different. While most growers want a return that is commensurate with the effort they put in, the prices offered by market intermediaries generally leave the growers dissatisfied. In order to reduce the risk and the uncertainty associated with the exchange, growers will invariably seek to establish long-term relationships with preferred trading partners. However, many customers prefer to maintain arms-length transactions and seem generally unwilling to provide the growers with either market information or technical advice.

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