Industrial buyer–supplier relationship: perspectives from an emerging Middle East market

M. Sadiq Sohail and Aref A. Alashban

International Journal of Business and Emerging Markets, 2009, vol. 1, issue 4, 341-360

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–supplier relationships; Saudi Arabia; emerging markets; long-term relationships; dependence; trust; purchasing managers; small and medium-sized enterprises; SMEs. (search for similar items in EconPapers)
Date: 2009
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Persistent link: https://EconPapers.repec.org/RePEc:ids:ijbema:v:1:y:2009:i:4:p:341-360

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