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Industrial Buyer-Supplier Relationships: A Perspective from Both Sides of the Dyad in the Clothing Industry

Hill, Jimmy, McGowan, Pauric and White-McGloin, H (1999) Industrial Buyer-Supplier Relationships: A Perspective from Both Sides of the Dyad in the Clothing Industry. The Journal of the Textile Institute, 90 (1). pp. 71-82. ISSN 1754-2340

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Abstract

This paper considers the nature of the dyadic relationships between buyers and sellers, and offers a conceptual model (Fig. 1) of non-economic variables that govern such relationships and determine their quality. It examines this model in the context of the dyadic relationship between retail buyers and their suppliers in the clothing industry in the British Isles. A qualitative research study was carried out with twelve small to medium sized enterprises (six textile retailers and six manufacturers), in order to test the validity of the conceptual model. The non-economic variables of trust, satisfaction, commitment, co-operation, adaptability, communication, personal dimensions, responsiveness, and social power emerged as significant. Where the model proved less useful was in its failure to adequately represent the role of the buyer-retailer power relationships on sales success. The key outcome of this research was a modified relationship model reflecting this dimension (Fig. 2).

Item Type: Article
Subjects: H Social Sciences > HD Industries. Land use. Labor > Specific Industries > Retail Industry
Divisions: School of Business > Staff Research and Publications
Related URLs:
Depositing User: CAOIMHE NI MHAICIN
Date Deposited: 08 Oct 2014 15:16
Last Modified: 08 Oct 2014 15:16
URI: http://trap.ncirl.ie/id/eprint/1638

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