Customer relationship and traders' performance

An empirical evidence from 50 agricultural wholesale markets in China

Zhigang Wang, Jianlei Ma, Tomoyuki Yutaka, Susumu Fukuda, Satoshi Kai

Research output: Contribution to journalArticle

Abstract

Using data collected from questionnaire survey on traders, applying quantitative analysis method, the study develops a model for determinants of traders' performance and explores the effect customer relationship has on traders' performance. It's found that customer relationship has large positive effects on traders' performance. The main effect comes from regular selling relationship, while regular buying relationship has no significant effect. This paper also measures the average effect customer relationship and regular selling relationship each has on traders' performance. Based on the findings, it's recommended that traders extend and stabilize selling channels, and demand information be supplied to traders.

Original languageEnglish
Pages (from-to)467-472
Number of pages6
JournalJournal of the Faculty of Agriculture, Kyushu University
Volume51
Issue number2
Publication statusPublished - Oct 1 2006

Fingerprint

wholesale marketing
China
purchasing
quantitative analysis
questionnaires
Surveys and Questionnaires
methodology

All Science Journal Classification (ASJC) codes

  • Biotechnology
  • Agronomy and Crop Science

Cite this

Customer relationship and traders' performance : An empirical evidence from 50 agricultural wholesale markets in China. / Wang, Zhigang; Ma, Jianlei; Yutaka, Tomoyuki; Fukuda, Susumu; Kai, Satoshi.

In: Journal of the Faculty of Agriculture, Kyushu University, Vol. 51, No. 2, 01.10.2006, p. 467-472.

Research output: Contribution to journalArticle

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