Industrial Buyer-Supplier Relationship: Perspectives From an Emerging Middle East Market

Sohail, Sadiq M and Ashban. A (2009). "Industrial buyer-supplier relationship: Perspectives from an emerging Middle East market” International Journal of Business and Emerging Markets , Vol. 1, No. 4 pp. 341-360

20 Pages Posted: 31 Aug 2015

See all articles by M. Sadiq Sohail

M. Sadiq Sohail

King Fahd University of Petroleum & Minerals (KFUPM)

Aref Alashban

King Fahd University of Petroleum & Minerals (KFUPM)

Date Written: 2009

Abstract

This paper examines buyer-seller relationships in the industrial environment of Saudi Arabia. A model is developed, which focuses on the relationship between long-term relationship, dependence and trust; the antecedents of trust and dependence. Empirical research is used to test the hypotheses developed. Results based on a survey of purchasing managers from small to medium-sized firms in Saudi Arabia reveal that trust and dependence of Saudi buyers is positively related to sellers' long-term relationship. The findings of this study have implications on the manner in which critical function as procurement can be better performed in the Saudi market.

Keywords: industrial; relationships; buyer; seller; Saudi Arabia.

Suggested Citation

Sohail, M. Sadiq and Alashban, Aref, Industrial Buyer-Supplier Relationship: Perspectives From an Emerging Middle East Market (2009). Sohail, Sadiq M and Ashban. A (2009). "Industrial buyer-supplier relationship: Perspectives from an emerging Middle East market” International Journal of Business and Emerging Markets , Vol. 1, No. 4 pp. 341-360. Available at SSRN: https://ssrn.com/abstract=2653553

M. Sadiq Sohail (Contact Author)

King Fahd University of Petroleum & Minerals (KFUPM) ( email )

Dhahran, 31261
Saudi Arabia

Aref Alashban

King Fahd University of Petroleum & Minerals (KFUPM)

Dhahran, 31261
Saudi Arabia

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