IDEAS home Printed from
MyIDEAS: Log in (now much improved!) to save this article

Business Relationships and B2B Communication in Selected European Agri-food Chains – First Empirical Evidence

Listed author(s):
  • Fischer, Christian
  • Hartmann, Monika
  • Bavorova, Miroslava
  • Hockmann, Heinrich
  • Suvanto, Hannele
  • Viitaharju, Leena
  • Leat, Philip M.K.
  • Revoredo-Giha, Cesar
  • Henchion, Maeve M.
  • McGee, Claire
  • Dybowski, Grzegorz
  • Kobuszynska, Mira

The roles of business relationships and B2B communication in selected European agri-food chains are analyzed. Using survey data from 1,026 farmers, food processors and retailers in two commodity sectors (meat and cereals) and five different EU countries (Germany, United Kingdom, Ireland, Finland, Poland), we test the empirical relevance of several theory-based determinants of relationship goodness. This is undertaken for the overall dataset and separately for different supply chain stages (farmer-processor versus the processor-retailer relationship) and for the individual countries. The estimation results, derived from structural equation modeling, suggest that the most important contributor to good business relationships is effective communication, with its two components, adequate communication frequency and high information quality, being equally important. The existence of personal bonds and an equal power distribution between buyers and suppliers are the second most important goodness-of-relationship determinants, while in addition the embeddedness of an agri-food enterprise in the local economy seems to contribute positively to good business relationships. The analysis also reveals that the relative importance of these determinants differs across the two considered stages of supply chain relationships and between the countries investigated. Agri-food business managers seeking to improve their supplier or buyer relationships need to consider the crucial role of effective communication and the positive contribution that the existence of personal bonds can make to the development and maintenance of sustainable relationships.

If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.

File URL:
Download Restriction: no

Article provided by International Food and Agribusiness Management Association (IFAMA) in its journal International Food and Agribusiness Management Review.

Volume (Year): 11 (2008)
Issue (Month): 2 ()

in new window

Handle: RePEc:ags:ifaamr:53645
Contact details of provider: Postal:
1010 Vermont Avenue, Suite 201, Washington, DC 20005, USA

Phone: 1 (202) 429-1610
Web page:

More information through EDIRC

No references listed on IDEAS
You can help add them by filling out this form.

This item is not listed on Wikipedia, on a reading list or among the top items on IDEAS.

When requesting a correction, please mention this item's handle: RePEc:ags:ifaamr:53645. See general information about how to correct material in RePEc.

For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (AgEcon Search)

If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

If references are entirely missing, you can add them using this form.

If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.

If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.

Please note that corrections may take a couple of weeks to filter through the various RePEc services.

This information is provided to you by IDEAS at the Research Division of the Federal Reserve Bank of St. Louis using RePEc data.