Bibliographic Details
| Title: |
Retailer-buyer supplier relationships: The Japanese difference. |
| Authors: |
Chung, Jae-Eun, Sternquist, Brenda, Chen, Zhengyi |
| Source: |
Journal of Retailing. 2006, Vol. 82 Issue 4, p349-355. 7p. |
| Subjects: |
Dealers (Retail trade), Culture, Business partnerships, Businesspeople, Distributors (Commerce), Retail industry, Business enterprises, Dependency theory (International relations) |
| Geographic Terms: |
Japan |
| Abstract: |
The purpose of this study, which draws data from a national survey of Japanese retail buyers, is to provide insight into how culture influences channel relationships and to suggest how non-Japanese partners can facilitate long-term relationships. Results indicate that Japanese retailer long-term orientation with a supplier is an antecedent to trust, economic dependence and satisfaction with the supplier rather than an outcome of these constructs. This study implies that Japanese retailers are expected to look out for the best interests of their partners, rather than continuously seek new partners, and, further, partners learn to negotiate differences rather than seek dissolution of the relationship. [Copyright &y& Elsevier] |
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| Database: |
Psychology and Behavioral Sciences Collection |
