The determinants of cooperation in buyer-supplier relationships: evidence from certified companies

Milošević, Isidora and Trajković, Ana and Rajić, Tamara and Đorđević, Predrag (2018) The determinants of cooperation in buyer-supplier relationships: evidence from certified companies. Industrija, 46 (1). pp. 137-153. ISSN 0350-0373

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Abstract

The aim of this study is to propose and empirically examine an integrated model of the development of cooperation in buyer-seller relationships. Building upon previous research a conceptual framework of the relationships between communication, trust, satisfaction with the relationship and relationship commitment and their impact on cooperation has been proposed and empirically examined from the perspective of certified buyers. The application of structural equation modelling on a sample of 186 certified companies operating on Serbian market indicated the antecedent role of communication to trust and the direct influence of trust and commitment on the development of cooperation. Implications of this research are discussed and limitations and directions for future research are highlighted

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