Purchase decision making and buyer‐seller relationship development in the French food processing industry

Sam Dzever (), Mohamed Merdji () and Anne-Laure Saives
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Sam Dzever: Telemark University College - Telemark University College, Audencia Business School
Mohamed Merdji: Audencia Business School
Anne-Laure Saives: ONIRIS - École nationale vétérinaire, agroalimentaire et de l'alimentation Nantes-Atlantique

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Abstract: Analyzes the nature of purchase decision making and buyer‐seller relationship development in the French food processing industry. It is the result of a detailed empirical study undertaken among 30 firms and international suppliers, and part of a larger research project. Intensive face‐to‐face interviews were carried out with purchasing executives drawn from 30 firms operating in the industry. Confirms the need for suppliers to understand in greater detail factors that buyers regard as decisive in their choice of a supplier as well as those that are pivotal in the development of long‐term relationships. A detailed understanding of these factors would aid suppliers in better formulating appropriate market entry and growth strategies in this increasingly competitive environment.

Keywords: Channel relations; Decision making; Purchasing; Development; Food industry; France (search for similar items in EconPapers)
Date: 2001-12-01
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Citations: View citations in EconPapers (2)

Published in Supply Chain Management: An International Journal, 2001, 6 (5), pp.216-229. ⟨10.1108/13598540110407769⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02560065

DOI: 10.1108/13598540110407769

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