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Producer Segmentation And The Role Of Long-Term Relationship In Malaysia’S Milk Supply Chains


  • Boniface, Bonaventure


Research on buyer-seller relationships in the agricultural sector receives little attention. A growing body of evidence suggests that strong buyer-seller relationships facilitate more efficient supply chains. The long term relationship literature tends to treat suppliers as a homogenous group when attempting to identify motivations, strategies and incentives to enhance the quality of buyer-seller relationships. This article explores the role of long-term relationships between buyers and sellers in Malaysia’s dairy industry, taking into consideration the heterogeneous nature of the producers. Interviews with 133 producers provide the data for this study. Cluster analysis suggests two well-defined groups differing in terms of demographic characteristics and relationship perceptions toward their buyers. Based on the results, the study proposes some policy implication and marketing strategies for both milk buyers and government.

Suggested Citation

  • Boniface, Bonaventure, 2011. "Producer Segmentation And The Role Of Long-Term Relationship In Malaysia’S Milk Supply Chains," 2011 Conference (55th), February 8-11, 2011, Melbourne, Australia 100532, Australian Agricultural and Resource Economics Society.
  • Handle: RePEc:ags:aare11:100532

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    1. Alvaro Calzadilla & Katrin Rehdanz & Richard Betts & Pete Falloon & Andy Wiltshire & Richard Tol, 2013. "Climate change impacts on global agriculture," Climatic Change, Springer, vol. 120(1), pages 357-374, September.
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    5. Anderson, Kym & Kurzweil, Marianne & Martin, Will & Sandri, Damiano & Valenzuela, Ernesto, 2008. "Measuring distortions to agricultural incentives, revisited," World Trade Review, Cambridge University Press, vol. 7(04), pages 675-704, October.
    6. Hertel, Thomas, 1997. "Global Trade Analysis: Modeling and applications," GTAP Books, Center for Global Trade Analysis, Department of Agricultural Economics, Purdue University, number 7685.
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    buyer-seller relationship; price satisfaction dimensions; cluster analysis; dairy industry; Malaysia; Marketing;

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