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
Date Written: 2009
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: Suggested Citation