Staff Publications

Staff Publications

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    'Staff publications' is the digital repository of Wageningen University & Research

    'Staff publications' contains references to publications authored by Wageningen University staff from 1976 onward.

    Publications authored by the staff of the Research Institutes are available from 1995 onwards.

    Full text documents are added when available. The database is updated daily and currently holds about 240,000 items, of which 72,000 in open access.

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Record number 432052
Title Network strength, transaction-specific investments, inter-personal trust, and relationship satisfaction in Chinese agrifood SMEs
Author(s) Lu Hualiang, ; Feng, S.; Trienekens, J.H.; Omta, S.W.F.
Source China Agricultural Economic Review 4 (2012)3. - ISSN 1756-137X - p. 363 - 378.
DOI https://doi.org/10.1108/17561371211263374
Department(s) Agricultural Economics and Rural Policy Group
Management Studies
WASS
Publication type Refereed Article in a scientific journal
Publication year 2012
Keyword(s) buyer-seller relationships - supplier relationships - social-structure - moderating role - channel - guanxi - cost - performance - governance - exchange
Abstract Purpose - The purpose of this paper is to investigate the effects of network strength, transaction-specific investments and inter-personal trust on business relationship satisfaction for small-and-medium-sized enterprises (SMEs) involved in agri-food processing and exporting in China. Design/methodology/approach - Survey data collected from 80 agri-food SMEs in Jiangsu Province were used for empirical testing: The authors applied an ordered logit regression approach for model estimation. Findings - The results demonstrate that strong guanxi networks, high level of transaction-specific investments and inter-personal trust significantly contribute to a high level of relationship satisfaction for agri-food SMEs in China. In addition, inter-personal trust shows a. moderating effect on the relationship between transaction-specific investments and relationship satisfaction. Practical implications - Business relationships play a critical role in the modern market environment. Relational arrangements (based on guanxi and inter-personal trust) should be further enhanced in order to yield satisfied business relationships for SMEs in China. Originality/value - The paper extends our understanding of relationship (guanxi) marketing, as well as marketing practices for agri-food SMEs in China.
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