Articles
WHAT SUPPLIERS SEEK FROM THEIR DOWNSTREAM BUYERS
Article number
895_24
Pages
193 – 201
Language
English
Abstract
The results of a study undertaken in the Western Australian apple industry suggest that what growers want from their downstream buyers and what they actually receive as a result of their transactions with their preferred trading partners are vastly different.
While most growers want a return that is commensurate with the effort they put in, the prices offered by market intermediaries generally leave the growers dis¬satisfied.
In order to reduce the risk and the uncertainty associated with the exchange, growers will invariably seek to establish long-term relationships with preferred trading partners.
However, many customers prefer to maintain arms-length trans¬actions and seem generally unwilling to provide the growers with either market information or technical advice.
While most growers want a return that is commensurate with the effort they put in, the prices offered by market intermediaries generally leave the growers dis¬satisfied.
In order to reduce the risk and the uncertainty associated with the exchange, growers will invariably seek to establish long-term relationships with preferred trading partners.
However, many customers prefer to maintain arms-length trans¬actions and seem generally unwilling to provide the growers with either market information or technical advice.
Publication
Authors
N.M. Nawi, P.J. Batt
Keywords
buyer-supplier relationships, buyer selection, fruit industry
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