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Solving logistic conflicts between retailers and manufacturers: the role of interpersonal relationships

  • Hicham ABBAD

The logistical service is perceived as a key factor for reducing product shipment costs from factories to store shelves, while guaranteeing sufficient reactivity to satisfy unpredictable consumer demand. Although this service is taken into account in the supply selection process, large retailers in Morocco still remain confronted with the logistical failure of most of their suppliers (no respect of delivery periods, increase in shortage rate…). This dissatisfaction in terms of suppliers’ logistical skills is a major source of conflict. The aim of this paper is to show how the relationship between major retailers and their local suppliers staff make it possible to manage this type of conflict.

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Paper provided by Department of Research, Ipag Business School in its series Working Papers with number 2014-170.

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Length: 15 pages
Date of creation: 25 Feb 2014
Date of revision:
Handle: RePEc:ipg:wpaper:2014-170
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  1. Frenzen, Jonathan K & Davis, Harry L, 1990. " Purchasing Behavior in Embedded Markets," Journal of Consumer Research, University of Chicago Press, vol. 17(1), pages 1-12, June.
  2. Pras, Bernard & Evrard, Yves & Roux, Elyette, 2009. "Market : fondements et méthodes des recherches en marketing," Economics Papers from University Paris Dauphine 123456789/1536, Paris Dauphine University.
  3. Klein, Benjamin & Leffler, Keith B, 1981. "The Role of Market Forces in Assuring Contractual Performance," Journal of Political Economy, University of Chicago Press, vol. 89(4), pages 615-41, August.
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