A model of buyer-seller relationships is developed to explain the nature of the long-term relatio... more A model of buyer-seller relationships is developed to explain the nature of the long-term relationships between Filipino potato farmers and their seed suppliers. Relational satisfaction is derived from the seed supplier's offer quality (seed quality, delivery intent and competitive price), relationship specific investments (adaptations, communication, education and training and reciprocal buying) and a reduction in uncertainty in the seed supply market. However, rather than satisfaction leading to trust, satisfaction has a more direct impact on a potato farmer's desire to maintain a long-term relationship. Nevertheless, in the absence of a formal seed certification system and the nature of the long-term credit arrangements that often exist between farmers and seed suppliers, including reciprocal purchasing arrangements, trust remains a key relationship building variable. Fortuitously, seed suppliers have an opportunity to build trust with potato farmers through making relationship specific investments.
A survey of 218 small to medium sized food processors and manufacturers in Perth, Western Austral... more A survey of 218 small to medium sized food processors and manufacturers in Perth, Western Australia, reveals that the main reasons for implementing one or more quality assurance (QA) programs in the business were to satisfy/meet customers requirements, to seek the highest standard of quality and food safety, provide continuous quality control and maintenance, reduce legal liability, improve the business structure, facilitate new market entry and/or to expand market size and sales. Conversely, the main reasons for not implementing one or more QA programs were: the costs of QA implementation and maintenance of QA programs were too high, there was no need or no legal requirement to implement QA, the business was too small, there was insufficient time, a lack of information or a lack of resources. The failure to implement QA systems has the potential to exclude small and medium sized food processors and manufacturers from many domestic and international markets.
Two parallel shopping mall intercept surveys were utilised to investigate the importance of the v... more Two parallel shopping mall intercept surveys were utilised to investigate the importance of the variables influencing respondents' choice of preferred retail outlet for the purchase of fresh meat and fresh fruit and vegetables. As the questionnaire for both products was too large for a shopping mall intercept survey, an alternative method of data collection was utilised for the study. To ensure that each shopper had an equal chance of being sampled, the researcher and two enumerators occupied positions at different entrances of both modern and traditional retail outlets interviewing every 7 th person that passed them. The results demonstrate that there were no significant differences between the data sets, thereby enabling the researcher to compare the variables impacting on the decision to purchase fresh meat and fresh produce.
This research explores the preferred place for Malaysian consumers to purchase fresh meat using f... more This research explores the preferred place for Malaysian consumers to purchase fresh meat using focus group discussions conducted in the Klang Valley. Participants indicated that their decision to purchase fresh meat from either a modern retail outlet or the traditional market was influenced by eight themes. The themes identified were the perceptions of freshness, Halal assurance, having good relationships with retailers, good quality meat, competitive price, convenience, varieties of products to choose from and retail outlets that have a good and pleasant environment for shoppers. Despite the increased number of supermarkets and hypermarkets, not only are the traditional markets able to coexist with modern retail formats, but they remain the preferred place to buy fresh meat.
Retailers, in particular the large supermarket chains, are the driving force behind the need for ... more Retailers, in particular the large supermarket chains, are the driving force behind the need for fruit growers in Australia to individually label apples. By labelling apples with either the variety name or a price look-up (PLU) number, check-out staff can identify the variety quickly, price it accordingly and minimise the amount of error made. Such allows retailers to offer consumers a wider choice of varieties. While fruit must be labelled in order to supply the large retail chains, the majority of growers, wholesale market agents, retailers and consumers do not believe that labels are any indication of better quality fruit. Nor is there any indication of labelled apples achieving a price premium, despite the additional costs. The failure of fruit growers to adhere to quality standards, poor post-harvest management, immature fruit and the lack of quality control throughout the distribution channel is responsible for the poor quality of labelled fruit offered for sale in Perth retail stores.
Effectiveness in the supply chain relates to how well customer needs are satisfied. Subeffectiven... more Effectiveness in the supply chain relates to how well customer needs are satisfied. Subeffectiveness could occur if each actor in a supply chain attempts to optimize its own results rather than to integrate its goals and activities with other actors to optimize the results of the entire chain. Presenting a case on Manalagi mango fruit supply chain in Indonesia, this study used price-margin analysis, gap analysis and relationship analysis to explore the effectiveness of the chain.
Regression analysis confirms that relational satisfaction communication and the availability of a... more Regression analysis confirms that relational satisfaction communication and the availability of alternatives have a significant positive relationship on the development of trust between vegetable farmers and traders in Bali. While no relationship between power/dependence and a strong personal relationship was found to influence trust, the making of relational investments by traders had a significant negative relationship on trust, suggesting that such investments provide farmers with few tangible benefits.
A model of long-term relationships between potato farmers and their seed suppliers in the highlan... more A model of long-term relationships between potato farmers and their seed suppliers in the highlands of the Northern Philippines reveals that while farmers are generally dissatisfied with the nature of their relationship with their most preferred seed supplier, they nevertheless seek to maintain that relationship. The desire to maintain the relationship is derived directly from the seed supplier's offer quality
This research explores the preferred place for Malaysian consumers to purchase fresh meat using f... more This research explores the preferred place for Malaysian consumers to purchase fresh meat using focus group discussions conducted in the Klang Valley. Participants indicated that their decision to purchase fresh meat from either a modern retail outlet or the traditional market was influenced by eight themes. The themes identified were the perceptions of freshness, Halal assurance, having good relationships with retailers, good quality meat, competitive price, convenience, varieties of products to choose from and retail outlets that have a good and pleasant environment for shoppers. Despite the increased number of supermarkets and hypermarkets, not only are the traditional markets able to coexist with modern retail formats, but they remain the preferred place to buy fresh meat.
Building on the extent literature of buyer-seller relationships, we develop a model that describe... more Building on the extent literature of buyer-seller relationships, we develop a model that describes the relationship building process. Starting from the suppliers offer quality, we demonstrate how relational satisfaction leads to trust and the customers desire to maintain the relationship. These variables are examined in relation to the situational factors (dependence and the exchange partners willingness to make idiosyncratic investments).
Supply Chain Management: An International Journal, 2003
In the absence of the auction as the principal mechanism for setting price in the Perth fresh fru... more In the absence of the auction as the principal mechanism for setting price in the Perth fresh fruit and vegetable market, there is a great deal of distrust between growers and the market agents who receive and distribute their produce. While most growers generally transact with more than one market agent, satisfaction with the exchange builds trust. Trust is facilitated where the grower and the market agent share similar goals. To reinforce trust, growers prefer to transact with those market agents who are prepared to invest in their relationship with the grower. Conversely, the market agents propensity to act opportunistically, to exercise power and to withhold information from the grower will have a significant negative impact on the trust that develops between growers and market agents.
Supply Chain Management: An International Journal, 2003
An empirical examination of the perceived difference in product offer quality between WA rock lob... more An empirical examination of the perceived difference in product offer quality between WA rock lobster exporters and their respective Japanese importers revealed that consistent quality, a willingness to provide market information and a willingness to meet importer's immediate needs were the most important variables influencing an importer's decision to purchase. While both importers and exporters agreed that delivering consistent quality was the most important variable, exporters ranked competitive price much higher than importers. Results demonstrate that WA exporters have an opportunity to add value to their product offer by providing continuous product support, market information and being able to respond better to importers immediate needs.
Empirical evidence is presented which suggests that trust is more important in facilitating excha... more Empirical evidence is presented which suggests that trust is more important in facilitating exchange in transitional economies than industrial economies. Furthermore, the various item measures that have been employed to evaluate trust in Europe, North America and Australia, fail to accurately describe the construct among small farmers in the transitional economies. Further studies are necessary to develop a more robust measure of trust in the context of the transitional economies where social capital is more likely to play a much greater role in facilitating exchange.
Effectiveness in the supply chain relates to how well customer needs are satisfied. Subeffectiven... more Effectiveness in the supply chain relates to how well customer needs are satisfied. Subeffectiveness could occur if each actor in a supply chain attempts to optimize its own results rather than to integrate its goals and activities with other actors to optimize the results of the entire chain. Presenting a case on Manalagi mango fruit supply chain in Indonesia, this study used price-margin analysis, gap analysis and relationship analysis to explore the effectiveness of the chain.
Journal of International Food & Agribusiness Marketing, 2003
Potato production in the highlands of The Philippines is a highly profitable activity. However, p... more Potato production in the highlands of The Philippines is a highly profitable activity. However, potatoes are a high input, high risk crop. While there is always the chance of completely loosing the crop to typhoons, the most significant risk a farmer must face is that associated with the purchase of the seed. Poor quality seed will have a significant negative impact on the yield and quality of the tubers produced and indeed, on the productivity and quality of any subsequent crops derived from the same seed.
Australian fresh fruit and vegetable exporters are not particularly good at developing and mainta... more Australian fresh fruit and vegetable exporters are not particularly good at developing and maintaining long-term relationships with customers in South East Asia. Among the importers, Australia has developed the reputation as an inconsistent and unreliable supplier. With most exporters pursuing the domestic market, the quantities, quality and price of Australian produce is too variable. The small scale nature of the industry and the lack of any real coordination makes it difficult for exporters to respond to importers immediate needs, and, in the absence of any strong reliable brand, difficult to present a cohesive, unified image in the market. With long-term relationships becoming increasingly important in the market, Australia must not only improve its image in the market, but seek to better satisfy customers requirements, for otherwise importers will pursue alternative sources of supply.
In a study of the Western Australian apple industry, the capacity of growers to meet the needs of... more In a study of the Western Australian apple industry, the capacity of growers to meet the needs of their downstream customers was explored. Whereas the larger growers were able to supply fruit directly to the supermarkets, none of the smaller growers were able to do so as they were unable to supply in sufficient quantities, reliably and consistently. Conversely, as many small scale growers did not have adequate fruit grading, packing and storage facilities, many chose to sell to fruit packers immediately after harvest. However, those growers transacting with the fruit packers were generally dissatisfied with the prices offered. Most small scale growers failed to recognise how much added value the appropriate dipping, washing, waxing, grading, labelling and packing of fruit contributed to the wholesale price. In transacting with the market agents, growers felt that they did not always receive a price commensurate with the effort they put in to produce the fruit. In the absence of any meaningful market information, most growers preferred to transact with multiple agents to ensure they received a fair price. Fruit exporters were also unable to provide a fair price because of the strong competition from lower cost producers in the world market. Although growers believed they were getting a fair price in their transactions with independent retailers, small scale growers could not maintain the supply of fruit all year round and it was unlikely that independent retailers could absorb all the grower's fruit.
Australian fresh fruit and vegetable exporters are not particularly good at developing and mainta... more Australian fresh fruit and vegetable exporters are not particularly good at developing and maintaining long-term relationships with customers in South East Asia. Among the importers, Australia has developed the reputation as an inconsistent and unreliable supplier. With most exporters pursuing the domestic market, the quantities, quality and price of Australian produce is too variable. The small scale nature of the industry and the lack of any real coordination makes it difficult for exporters to respond to importers immediate needs, and, in the absence of any strong reliable brand, difficult to present a cohesive, unified image in the market. With long-term relationships becoming increasingly important in the market, Australia must not only improve its image in the market, but seek to better satisfy customers requirements, for otherwise importers will pursue alternative sources of supply.
Availability of seed and farm production factors, i.e., land and farm labour, formed a single fac... more Availability of seed and farm production factors, i.e., land and farm labour, formed a single factor that was found to be the most important factor influencing East-Javanese farmers’ decision to purchase seed. While such would suggest that the resulting impact of the factor may influence the amount of seed purchased by farmers, seed is often unavailable when it is required.
A model of buyer-seller relationships is developed to explain the nature of the long-term relatio... more A model of buyer-seller relationships is developed to explain the nature of the long-term relationships between Filipino potato farmers and their seed suppliers. Relational satisfaction is derived from the seed supplier's offer quality (seed quality, delivery intent and competitive price), relationship specific investments (adaptations, communication, education and training and reciprocal buying) and a reduction in uncertainty in the seed supply market. However, rather than satisfaction leading to trust, satisfaction has a more direct impact on a potato farmer's desire to maintain a long-term relationship. Nevertheless, in the absence of a formal seed certification system and the nature of the long-term credit arrangements that often exist between farmers and seed suppliers, including reciprocal purchasing arrangements, trust remains a key relationship building variable. Fortuitously, seed suppliers have an opportunity to build trust with potato farmers through making relationship specific investments.
A survey of 218 small to medium sized food processors and manufacturers in Perth, Western Austral... more A survey of 218 small to medium sized food processors and manufacturers in Perth, Western Australia, reveals that the main reasons for implementing one or more quality assurance (QA) programs in the business were to satisfy/meet customers requirements, to seek the highest standard of quality and food safety, provide continuous quality control and maintenance, reduce legal liability, improve the business structure, facilitate new market entry and/or to expand market size and sales. Conversely, the main reasons for not implementing one or more QA programs were: the costs of QA implementation and maintenance of QA programs were too high, there was no need or no legal requirement to implement QA, the business was too small, there was insufficient time, a lack of information or a lack of resources. The failure to implement QA systems has the potential to exclude small and medium sized food processors and manufacturers from many domestic and international markets.
Two parallel shopping mall intercept surveys were utilised to investigate the importance of the v... more Two parallel shopping mall intercept surveys were utilised to investigate the importance of the variables influencing respondents' choice of preferred retail outlet for the purchase of fresh meat and fresh fruit and vegetables. As the questionnaire for both products was too large for a shopping mall intercept survey, an alternative method of data collection was utilised for the study. To ensure that each shopper had an equal chance of being sampled, the researcher and two enumerators occupied positions at different entrances of both modern and traditional retail outlets interviewing every 7 th person that passed them. The results demonstrate that there were no significant differences between the data sets, thereby enabling the researcher to compare the variables impacting on the decision to purchase fresh meat and fresh produce.
This research explores the preferred place for Malaysian consumers to purchase fresh meat using f... more This research explores the preferred place for Malaysian consumers to purchase fresh meat using focus group discussions conducted in the Klang Valley. Participants indicated that their decision to purchase fresh meat from either a modern retail outlet or the traditional market was influenced by eight themes. The themes identified were the perceptions of freshness, Halal assurance, having good relationships with retailers, good quality meat, competitive price, convenience, varieties of products to choose from and retail outlets that have a good and pleasant environment for shoppers. Despite the increased number of supermarkets and hypermarkets, not only are the traditional markets able to coexist with modern retail formats, but they remain the preferred place to buy fresh meat.
Retailers, in particular the large supermarket chains, are the driving force behind the need for ... more Retailers, in particular the large supermarket chains, are the driving force behind the need for fruit growers in Australia to individually label apples. By labelling apples with either the variety name or a price look-up (PLU) number, check-out staff can identify the variety quickly, price it accordingly and minimise the amount of error made. Such allows retailers to offer consumers a wider choice of varieties. While fruit must be labelled in order to supply the large retail chains, the majority of growers, wholesale market agents, retailers and consumers do not believe that labels are any indication of better quality fruit. Nor is there any indication of labelled apples achieving a price premium, despite the additional costs. The failure of fruit growers to adhere to quality standards, poor post-harvest management, immature fruit and the lack of quality control throughout the distribution channel is responsible for the poor quality of labelled fruit offered for sale in Perth retail stores.
Effectiveness in the supply chain relates to how well customer needs are satisfied. Subeffectiven... more Effectiveness in the supply chain relates to how well customer needs are satisfied. Subeffectiveness could occur if each actor in a supply chain attempts to optimize its own results rather than to integrate its goals and activities with other actors to optimize the results of the entire chain. Presenting a case on Manalagi mango fruit supply chain in Indonesia, this study used price-margin analysis, gap analysis and relationship analysis to explore the effectiveness of the chain.
Regression analysis confirms that relational satisfaction communication and the availability of a... more Regression analysis confirms that relational satisfaction communication and the availability of alternatives have a significant positive relationship on the development of trust between vegetable farmers and traders in Bali. While no relationship between power/dependence and a strong personal relationship was found to influence trust, the making of relational investments by traders had a significant negative relationship on trust, suggesting that such investments provide farmers with few tangible benefits.
A model of long-term relationships between potato farmers and their seed suppliers in the highlan... more A model of long-term relationships between potato farmers and their seed suppliers in the highlands of the Northern Philippines reveals that while farmers are generally dissatisfied with the nature of their relationship with their most preferred seed supplier, they nevertheless seek to maintain that relationship. The desire to maintain the relationship is derived directly from the seed supplier's offer quality
This research explores the preferred place for Malaysian consumers to purchase fresh meat using f... more This research explores the preferred place for Malaysian consumers to purchase fresh meat using focus group discussions conducted in the Klang Valley. Participants indicated that their decision to purchase fresh meat from either a modern retail outlet or the traditional market was influenced by eight themes. The themes identified were the perceptions of freshness, Halal assurance, having good relationships with retailers, good quality meat, competitive price, convenience, varieties of products to choose from and retail outlets that have a good and pleasant environment for shoppers. Despite the increased number of supermarkets and hypermarkets, not only are the traditional markets able to coexist with modern retail formats, but they remain the preferred place to buy fresh meat.
Building on the extent literature of buyer-seller relationships, we develop a model that describe... more Building on the extent literature of buyer-seller relationships, we develop a model that describes the relationship building process. Starting from the suppliers offer quality, we demonstrate how relational satisfaction leads to trust and the customers desire to maintain the relationship. These variables are examined in relation to the situational factors (dependence and the exchange partners willingness to make idiosyncratic investments).
Supply Chain Management: An International Journal, 2003
In the absence of the auction as the principal mechanism for setting price in the Perth fresh fru... more In the absence of the auction as the principal mechanism for setting price in the Perth fresh fruit and vegetable market, there is a great deal of distrust between growers and the market agents who receive and distribute their produce. While most growers generally transact with more than one market agent, satisfaction with the exchange builds trust. Trust is facilitated where the grower and the market agent share similar goals. To reinforce trust, growers prefer to transact with those market agents who are prepared to invest in their relationship with the grower. Conversely, the market agents propensity to act opportunistically, to exercise power and to withhold information from the grower will have a significant negative impact on the trust that develops between growers and market agents.
Supply Chain Management: An International Journal, 2003
An empirical examination of the perceived difference in product offer quality between WA rock lob... more An empirical examination of the perceived difference in product offer quality between WA rock lobster exporters and their respective Japanese importers revealed that consistent quality, a willingness to provide market information and a willingness to meet importer's immediate needs were the most important variables influencing an importer's decision to purchase. While both importers and exporters agreed that delivering consistent quality was the most important variable, exporters ranked competitive price much higher than importers. Results demonstrate that WA exporters have an opportunity to add value to their product offer by providing continuous product support, market information and being able to respond better to importers immediate needs.
Empirical evidence is presented which suggests that trust is more important in facilitating excha... more Empirical evidence is presented which suggests that trust is more important in facilitating exchange in transitional economies than industrial economies. Furthermore, the various item measures that have been employed to evaluate trust in Europe, North America and Australia, fail to accurately describe the construct among small farmers in the transitional economies. Further studies are necessary to develop a more robust measure of trust in the context of the transitional economies where social capital is more likely to play a much greater role in facilitating exchange.
Effectiveness in the supply chain relates to how well customer needs are satisfied. Subeffectiven... more Effectiveness in the supply chain relates to how well customer needs are satisfied. Subeffectiveness could occur if each actor in a supply chain attempts to optimize its own results rather than to integrate its goals and activities with other actors to optimize the results of the entire chain. Presenting a case on Manalagi mango fruit supply chain in Indonesia, this study used price-margin analysis, gap analysis and relationship analysis to explore the effectiveness of the chain.
Journal of International Food & Agribusiness Marketing, 2003
Potato production in the highlands of The Philippines is a highly profitable activity. However, p... more Potato production in the highlands of The Philippines is a highly profitable activity. However, potatoes are a high input, high risk crop. While there is always the chance of completely loosing the crop to typhoons, the most significant risk a farmer must face is that associated with the purchase of the seed. Poor quality seed will have a significant negative impact on the yield and quality of the tubers produced and indeed, on the productivity and quality of any subsequent crops derived from the same seed.
Australian fresh fruit and vegetable exporters are not particularly good at developing and mainta... more Australian fresh fruit and vegetable exporters are not particularly good at developing and maintaining long-term relationships with customers in South East Asia. Among the importers, Australia has developed the reputation as an inconsistent and unreliable supplier. With most exporters pursuing the domestic market, the quantities, quality and price of Australian produce is too variable. The small scale nature of the industry and the lack of any real coordination makes it difficult for exporters to respond to importers immediate needs, and, in the absence of any strong reliable brand, difficult to present a cohesive, unified image in the market. With long-term relationships becoming increasingly important in the market, Australia must not only improve its image in the market, but seek to better satisfy customers requirements, for otherwise importers will pursue alternative sources of supply.
In a study of the Western Australian apple industry, the capacity of growers to meet the needs of... more In a study of the Western Australian apple industry, the capacity of growers to meet the needs of their downstream customers was explored. Whereas the larger growers were able to supply fruit directly to the supermarkets, none of the smaller growers were able to do so as they were unable to supply in sufficient quantities, reliably and consistently. Conversely, as many small scale growers did not have adequate fruit grading, packing and storage facilities, many chose to sell to fruit packers immediately after harvest. However, those growers transacting with the fruit packers were generally dissatisfied with the prices offered. Most small scale growers failed to recognise how much added value the appropriate dipping, washing, waxing, grading, labelling and packing of fruit contributed to the wholesale price. In transacting with the market agents, growers felt that they did not always receive a price commensurate with the effort they put in to produce the fruit. In the absence of any meaningful market information, most growers preferred to transact with multiple agents to ensure they received a fair price. Fruit exporters were also unable to provide a fair price because of the strong competition from lower cost producers in the world market. Although growers believed they were getting a fair price in their transactions with independent retailers, small scale growers could not maintain the supply of fruit all year round and it was unlikely that independent retailers could absorb all the grower's fruit.
Australian fresh fruit and vegetable exporters are not particularly good at developing and mainta... more Australian fresh fruit and vegetable exporters are not particularly good at developing and maintaining long-term relationships with customers in South East Asia. Among the importers, Australia has developed the reputation as an inconsistent and unreliable supplier. With most exporters pursuing the domestic market, the quantities, quality and price of Australian produce is too variable. The small scale nature of the industry and the lack of any real coordination makes it difficult for exporters to respond to importers immediate needs, and, in the absence of any strong reliable brand, difficult to present a cohesive, unified image in the market. With long-term relationships becoming increasingly important in the market, Australia must not only improve its image in the market, but seek to better satisfy customers requirements, for otherwise importers will pursue alternative sources of supply.
Availability of seed and farm production factors, i.e., land and farm labour, formed a single fac... more Availability of seed and farm production factors, i.e., land and farm labour, formed a single factor that was found to be the most important factor influencing East-Javanese farmers’ decision to purchase seed. While such would suggest that the resulting impact of the factor may influence the amount of seed purchased by farmers, seed is often unavailable when it is required.
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