The Moderating Effect of Negotiation on the Buyer Seller Relationship Level and Performance in Transport Logistics Firms in Mombasa County

Asha Mohamed, Stanley Kavale and Zura Mohamed
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Asha Mohamed: Department of Marketing & Logistics, Moi University
Stanley Kavale: Department of Management Science & Entrepreneurship, Moi University
Zura Mohamed: Department of Marketing & Logistics, Moi University

International Journal of Research and Innovation in Social Science, 2024, vol. 8, issue 14, 131-141

Abstract: A dependable procurement system is one created to improve accuracy, efficiency, effectiveness and speed. The general objective of the study was to investigate the moderating effect of negotiation on the buyer seller relationship level and performance in transport logistics firms in Mombasa County. The specific objectives of the study were; to assess the effect of adversarial pairing relationship level, barometric relationship level, complementary relationship level and moderating effect of negotiation and performance in transport logistics firms in Mombasa County. This study employed the social exchange theory, negotiation theory, transaction cost theory and the buyer supplier optimization theory. The study used explanatory research design. The target population was 188 transport logistics firms in Mombasa County and Yamane sampling formula was used to generate a sample size of 127 transport logistics firms. The results indicated that adversarial relationship level, barometric relationship level, complementary relationship level and negotiation positively and significantly affect performance in transport logistics firms in Mombasa County. The results further showed that negotiation positively moderated the relationship between adversarial relationship level, barometric relationship level, complementary relationship level and performance in transport logistics firms in Mombasa County. The study concluded that adversarial relationship level, barometric relationship level, complementary relationship level have significant effect on firm performance while negotiation positively moderated the relationship between. This study recommended that managers should improve on adversarial relationship level, barometric relationship level, complementary relationship level and negotiation to increase firm performance.

Date: 2024
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