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

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.

Intrinsic value of business-to-business relationships: An empirical taxonomy

“…Relationships deliver value from early stages not only improving efficiency of operations but also, more fundamentally, by making business possible (Dzever et al, 2001). Nonetheless, the identification of costs and benefits poses a challenge; as relationship benefits are often future oriented, they are difficult to anticipate (Möller & Törrönen, 2003).…”

An exploratory packaging study of the composite fashion footwear buying framework

“…Among a small number of authors that have investigated purchase decision making Dzever et al (2001) investigated purchase decision making in the French food processing industry. They undertook a detailed empirical study among 30 firms and international suppliers as part of a larger research project.…”

Hybrid Supply Chains in Emerging Markets: The Case of the Mexican Auto Industry

“…In fact, there are four types of supply processes, according to two essential classifications identified by Dzever et al [46] and Saives [47]: a) the availability of materials, supplies, components, or systems; b) the quality of the logistics system in its responsiveness to demand. From this standpoint there is a direct correlation between the degree of specificity of inputs and the degree of incidence of local competitive advantage in the global supply chain.…”