Industrial buyer–supplier relationship: perspectives from an emerging Middle East market
by M. Sadiq Sohail, Aref A. Alashban
International Journal of Business and Emerging Markets (IJBEM), Vol. 1, No. 4, 2009

Abstract: This paper examines buyer–seller relationships in the industrial environment of Saudi Arabia. A model is developed, which focuses on the relationship between long-term relationship, dependence and trust; the antecedents of trust and dependence. Empirical research is used to test the hypotheses developed. Results based on a survey of purchasing managers from small to medium-sized firms in Saudi Arabia reveal that trust and dependence of Saudi buyers is positively related to sellers' long-term relationship. The findings of this study have implications on the manner in which critical function as procurement can be better performed in the Saudi market.

Online publication date: Wed, 18-Mar-2009

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