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

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  • M. Sadiq Sohail
  • Aref A. Alashban

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.

Suggested Citation

  • M. Sadiq Sohail & Aref A. Alashban, 2009. "Industrial buyer–supplier relationship: perspectives from an emerging Middle East market," International Journal of Business and Emerging Markets, Inderscience Enterprises Ltd, vol. 1(4), pages 341-360.
    • Handle: RePEc:ids:ijbema:v:1:y:2009:i:4:p:341-360
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