Factors affecting the development of long-term relationships among SME entrepreneurs in the Malaysian agro-based industry
A strategy based on long-term relationships is considered one of the most effective options, especially for small and medium enterprises (SMEs), to be competitive and sustainable in the market. There are many benefits that can be obtained from long-term relationships that include efficiency and effe...
| Main Authors: | , , , |
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| Format: | Article |
| Language: | English |
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Routledge
2013
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| Online Access: | http://psasir.upm.edu.my/id/eprint/29331/ http://psasir.upm.edu.my/id/eprint/29331/1/Factors%20affecting%20the%20development%20of%20long-term%20relationships%20among%20SME%20entrepreneurs%20in%20the%20Malaysian%20agro-based%20industry.pdf |
| _version_ | 1848846370283192320 |
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| author | Ismail, Zarina Mohd Nawi, Nolila Kamarulzaman, Nitty Hirawaty Abdullah, Amin Mahir |
| author_facet | Ismail, Zarina Mohd Nawi, Nolila Kamarulzaman, Nitty Hirawaty Abdullah, Amin Mahir |
| author_sort | Ismail, Zarina |
| building | UPM Institutional Repository |
| collection | Online Access |
| description | A strategy based on long-term relationships is considered one of the most effective options, especially for small and medium enterprises (SMEs), to be competitive and sustainable in the market. There are many benefits that can be obtained from long-term relationships that include efficiency and effectiveness in operations, total cost reduction, better delivery performance, and higher profit. Thus, the objective of this study is to determine factors that influence the development of long-term relationships among SME entrepreneurs in the Malaysian agro-based industry. The data collected from 226 entrepreneurs has revealed 7 important factors that influence the development of long-term relationships of SME entrepreneurs with their preferred buyers. These factors were trust, reputation, quality, satisfaction, power/dependence, relationship specific investments and communication. This result provides a basis for managers to put more effort into developing business relationships in order to create high competitive advantage in the market. |
| first_indexed | 2025-11-15T09:01:38Z |
| format | Article |
| id | upm-29331 |
| institution | Universiti Putra Malaysia |
| institution_category | Local University |
| language | English |
| last_indexed | 2025-11-15T09:01:38Z |
| publishDate | 2013 |
| publisher | Routledge |
| recordtype | eprints |
| repository_type | Digital Repository |
| spelling | upm-293312016-07-13T03:34:51Z http://psasir.upm.edu.my/id/eprint/29331/ Factors affecting the development of long-term relationships among SME entrepreneurs in the Malaysian agro-based industry Ismail, Zarina Mohd Nawi, Nolila Kamarulzaman, Nitty Hirawaty Abdullah, Amin Mahir A strategy based on long-term relationships is considered one of the most effective options, especially for small and medium enterprises (SMEs), to be competitive and sustainable in the market. There are many benefits that can be obtained from long-term relationships that include efficiency and effectiveness in operations, total cost reduction, better delivery performance, and higher profit. Thus, the objective of this study is to determine factors that influence the development of long-term relationships among SME entrepreneurs in the Malaysian agro-based industry. The data collected from 226 entrepreneurs has revealed 7 important factors that influence the development of long-term relationships of SME entrepreneurs with their preferred buyers. These factors were trust, reputation, quality, satisfaction, power/dependence, relationship specific investments and communication. This result provides a basis for managers to put more effort into developing business relationships in order to create high competitive advantage in the market. Routledge 2013 Article PeerReviewed application/pdf en http://psasir.upm.edu.my/id/eprint/29331/1/Factors%20affecting%20the%20development%20of%20long-term%20relationships%20among%20SME%20entrepreneurs%20in%20the%20Malaysian%20agro-based%20industry.pdf Ismail, Zarina and Mohd Nawi, Nolila and Kamarulzaman, Nitty Hirawaty and Abdullah, Amin Mahir (2013) Factors affecting the development of long-term relationships among SME entrepreneurs in the Malaysian agro-based industry. Journal of International Food & Agribusiness Marketing, 25 (suppl.1). pp. 56-72. ISSN 0897-4438; ESSN: 1528-6983 http://www.tandfonline.com/doi/abs/10.1080/08974438.2013.800012 10.1080/08974438.2013.800012 |
| spellingShingle | Ismail, Zarina Mohd Nawi, Nolila Kamarulzaman, Nitty Hirawaty Abdullah, Amin Mahir Factors affecting the development of long-term relationships among SME entrepreneurs in the Malaysian agro-based industry |
| title | Factors affecting the development of long-term relationships among SME entrepreneurs in the Malaysian agro-based industry |
| title_full | Factors affecting the development of long-term relationships among SME entrepreneurs in the Malaysian agro-based industry |
| title_fullStr | Factors affecting the development of long-term relationships among SME entrepreneurs in the Malaysian agro-based industry |
| title_full_unstemmed | Factors affecting the development of long-term relationships among SME entrepreneurs in the Malaysian agro-based industry |
| title_short | Factors affecting the development of long-term relationships among SME entrepreneurs in the Malaysian agro-based industry |
| title_sort | factors affecting the development of long-term relationships among sme entrepreneurs in the malaysian agro-based industry |
| url | http://psasir.upm.edu.my/id/eprint/29331/ http://psasir.upm.edu.my/id/eprint/29331/ http://psasir.upm.edu.my/id/eprint/29331/ http://psasir.upm.edu.my/id/eprint/29331/1/Factors%20affecting%20the%20development%20of%20long-term%20relationships%20among%20SME%20entrepreneurs%20in%20the%20Malaysian%20agro-based%20industry.pdf |