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Article Dans Une Revue Supply Chain Management: An International Journal Année : 2001

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

Résumé

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.

Dates et versions

hal-02560065 , version 1 (02-07-2020)

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Sam Dzever, Mohamed Merdji, Anne-Laure Saives. Purchase decision making and buyer‐seller relationship development in the French food processing industry. Supply Chain Management: An International Journal, 2001, 6 (5), pp.216-229. ⟨10.1108/13598540110407769⟩. ⟨hal-02560065⟩
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