Title: Industrial buyer–supplier relationship: perspectives from an emerging Middle East market

Authors: M. Sadiq Sohail, Aref A. Alashban

Addresses: Department of Management and Marketing, College of Industrial Management, King Fahd University of Petroleum and Minerals, P.O. Box 210, Dhahran 31261, Saudi Arabia. ' Department of Management and Marketing, King Fahd University of Petroleum and Minerals, P.O. Box 118 Dhahran 31261, Saudi Arabia

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.

Keywords: industrial relationships; buyer–supplier relationships; Saudi Arabia; emerging markets; long-term relationships; dependence; trust; purchasing managers; small and medium-sized enterprises; SMEs.

DOI: 10.1504/IJBEM.2009.023921

International Journal of Business and Emerging Markets, 2009 Vol.1 No.4, pp.341 - 360

Available online: 18 Mar 2009 *

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