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Factors affecting the development of long-term relationships among SME entrepreneurs in the Malaysian agro-based industry


Citation

Ismail, Zarina and Mohd Nawi, Nolila and Kamarulzaman, Nitty Hirawaty and Abdullah, Amin Mahir (2013) Factors affecting the development of long-term relationships among SME entrepreneurs in the Malaysian agro-based industry. Journal of International Food & Agribusiness Marketing, 25 (suppl.1). pp. 56-72. ISSN 0897-4438; ESSN: 1528-6983

Abstract

A strategy based on long-term relationships is considered one of the most effective options, especially for small and medium enterprises (SMEs), to be competitive and sustainable in the market. There are many benefits that can be obtained from long-term relationships that include efficiency and effectiveness in operations, total cost reduction, better delivery performance, and higher profit. Thus, the objective of this study is to determine factors that influence the development of long-term relationships among SME entrepreneurs in the Malaysian agro-based industry. The data collected from 226 entrepreneurs has revealed 7 important factors that influence the development of long-term relationships of SME entrepreneurs with their preferred buyers. These factors were trust, reputation, quality, satisfaction, power/dependence, relationship specific investments and communication. This result provides a basis for managers to put more effort into developing business relationships in order to create high competitive advantage in the market.


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Additional Metadata

Item Type: Article
Divisions: Faculty of Agriculture
DOI Number: https://doi.org/10.1080/08974438.2013.800012
Publisher: Routledge
Keywords: Agro-based industry; Buyer-seller; Long-term relationship; SMEs
Depositing User: Nurul Ainie Mokhtar
Date Deposited: 13 Jul 2016 03:34
Last Modified: 13 Jul 2016 03:34
Altmetrics: http://www.altmetric.com/details.php?domain=psasir.upm.edu.my&doi=10.1080/08974438.2013.800012
URI: http://psasir.upm.edu.my/id/eprint/29331
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