Dynamics of Buyer-Supplier Co-Dependency for Optimizing Functional Efficiency

The performance related issues of buyer-supplier relationship have attracted both the academic and corporate managers. The study attempts to make theoretical contributions to the literature on relationships in marketing channels. Compared with the impact of the often-investigated construct of dependence structure, the impact of channel function performance on relationship quality is relatively large. This study has been conducted in reference to the suppliers of office equipments serving to the industrial accounts in Mexico. The study addresses broadly the issues as to what extent is the impact of quality performance responsible for doing business with the organizational buyers. Discussions also analyze the impact of channel function performance on relationship quality, which is moderated by the extent dependence structure of the relationship