Article Abstract:
A study conducted over a single wood products distributor, Southern Plywood and Lumber, and two different suppliers presented a situation where varied norms and outcomes resulted, though joint marketing programs and coordinated activities were present in both relationships. The study showed the kind of relationship Southern has fostered with its relational partnership supplier was one which allowed open and honest communication, a kind of norm that will hold the business relationship for a long time. Results show that the norms developed in the relationship are essential in understanding an effective business partnership.
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Article Abstract:
A case study of Adanac Cedar Ltd., wholesaler of western red cedar products, examined the positive benefits of trust in fostering a good distributor-supplier relationship. The study revealed Adanac's success in developing and maintaining trusting relationships with each of its suppliers by getting one product from one supplier only. The trusting relationships were maintained through regular business transactions, and various cooperative efforts between distributor and supplier.
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Article Abstract:
A case study over GPI Distributor's relationship with Vellen Lumber, its partnering supplier, presented confirming data on the effectiveness of partnering relationships. The study focused on elements of communication, price, delivery, quality consistency, customer satisfaction, sales support, new product development, and partner protection. GPI also believe that success can be achieved by developing communications and giving value-added service to clients.
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