The influence of retail format on relationship continuity among fashion retailers and their suppliers

Elias Frederico and André Ricardo Robic

RAC - Revista de Administração Contemporânea (Journal of Contemporary Administration), 2008, vol. 12, issue spe, 89-118

Abstract: This paper presents the underlying determinants of relationship continuity among fashion retailers and their suppliers. Bibliographical review has focused on channel, industrial and relationship marketing literature and identified trust as a key role player for relationship continuity. Survey data has been collected from 154 product managers working in 29 fashion retail firms, belonging to 4 distinct retail formats: high and low end specialty shops, department stores and hypermarkets. Data has been grouped in factors and their influence over intention to stay measured under factor analysis and multiple regression techniques, respectively. Six correlated factors to dependent variable have been identified: supplier competencies, sales rep characteristics, willingness to agree, supplier values, product development and agility. Retailers, depending on the retail format, assign different weighs to these six determinants.

Date: 2008
References: Add references at CitEc
Citations:

Downloads: (external link)
https://rac.anpad.org.br/index.php/rac/article/view/652/649 (text/html)
https://rac.anpad.org.br/index.php/rac/article/download/652/649 (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:abg:anprac:v:12:y:2008:i:spe:652

Access Statistics for this article

RAC - Revista de Administração Contemporânea (Journal of Contemporary Administration) is currently edited by Marcelo de Souza Bispo

More articles in RAC - Revista de Administração Contemporânea (Journal of Contemporary Administration) from ANPAD - Associação Nacional de Pós-Graduação e Pesquisa em Administração
Bibliographic data for series maintained by Information Technology of ANPAD ().