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An Analysis of the Impact of Supplier Strategies and Relationships on Small Retailer Actions, Perceptions, and Performance

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  • Lawrence M. Gales
  • Richard S. Blackburn

Abstract

Relationships between small hardware retailers and their wholesalers were examined. Retailers (n = 320) reported that closer relationships with wholesalers, characterized by greater formality and more frequent and intense communications, experienced less uncertainty, more autonomy, and made more frequent use of planning and advertising to control output markets. Supplier strategies had no systematic impact on small retailers’ financial performance.

Suggested Citation

  • Lawrence M. Gales & Richard S. Blackburn, 1990. "An Analysis of the Impact of Supplier Strategies and Relationships on Small Retailer Actions, Perceptions, and Performance," Entrepreneurship Theory and Practice, , vol. 15(1), pages 7-22, October.
    • Handle: RePEc:sae:entthe:v:15:y:1990:i:1:p:7-22
    DOI: 10.1177/104225879001500102
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    References listed on IDEAS

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    1. Bruce Kogut, 1988. "Joint ventures: Theoretical and empirical perspectives," Strategic Management Journal, Wiley Blackwell, vol. 9(4), pages 319-332, July.
    2. Jarillo, J. Carlos, 1989. "Entrepreneurship and growth: the strategic use of external resources," Journal of Business Venturing, Elsevier, vol. 4(2), pages 133-147, March.
    3. Richard B. Robinson & John A. Pearce, 1983. "The impact of formalized strategic planning on financial performance in small organizations," Strategic Management Journal, Wiley Blackwell, vol. 4(3), pages 197-207, July.
    4. Myron Gable & Martin T. Topol, 1987. "Planning Practices of Small-Scale Retailers," Entrepreneurship Theory and Practice, , vol. 12(2), pages 19-32, October.
    5. J. Carlos Jarillo, 1988. "On strategic networks," Strategic Management Journal, Wiley Blackwell, vol. 9(1), pages 31-41, January.
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    Cited by:

    1. James J. Chrisman & Alan Bauerschmidt & Charles W. Hofer, 1998. "The Determinants of New Venture Performance: An Extended Model," Entrepreneurship Theory and Practice, , vol. 23(1), pages 5-29, October.
    2. Julien Granata & Marie Clémence da Fonseca & Pierre Marques & Mickaël Géraudel, 2016. "Dynamique d'évolution d'une stratégie collective entre PME : le cas des vignerons du Pic Saint-Loup," Post-Print hal-01794519, HAL.
    3. Julien Granata & Marie-Clémence da Fonseca & Pierre Marques & Mickaël Géraudel, 2016. "The dynamic of SMEs collective strategy: the case of Pic Saint-Loup winemakers [Dynamique d'évolution d'une stratégie collective entre PME : le cas des vignerons du Pic Saint- Loup]," Post-Print hal-01588177, HAL.
    4. James R. Dewald & Jeremy Hall & James J. Chrisman & Franz W. Kellermanns, 2007. "The Governance Paradox: Preferences of Small Vulnerable Firms in the Homebuilding Industry," Entrepreneurship Theory and Practice, , vol. 31(2), pages 279-297, March.
    5. Piangpis Sriprasert Author_Email: s.piangpis@yahoo.com & Oraphan Chanin & Rattiya Suttara, 2011. "Exploring The Relationship Between Managerial Functions And The Success Of Home Stay Community Based Tourism In Thailand: A Case Study Of Phomlok, Nakhon Si Thammarat, Thailand," 2nd International Conference on Business and Economic Research (2nd ICBER 2011) Proceeding 2011-320, Conference Master Resources.

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