J.H. Trienekens

Integrated information and logistics management, quality management and firm performance of pork processing industry in China.

Purpose – This paper seeks to discuss the interactions amongst integrated information technology (IT), integrated logistics management, quality management practices and firm performance of pork processors in China.Design/methodology/approach – A conceptual framework was developed by examining the relationship between pork processors and their customers. A stratified random sample of 229 pork processors in eastern China provided data for empirical testing with partial least squares analysis.Findings – Results revealed that integrated IT and integrated logistics management improved the quality management practices of the pork processors. The application of IT also facilitated integrated logistics management. While quality management practices had significant impact on firm performance, the findings indicated neither integrated IT nor integrated logistics management was significantly related to firm performance. However, integrated IT had an indirect impact on firm performance through quality management prac...

The value of guanxi for small vegetable farmers in China

Purpose – Following a guanxi value – buyer‐seller relationship quality – marketing behaviour scheme, this paper aims to explore how traditional guanxi supports small vegetable farmers in modern markets in China.Design/methodology/approach – Fieldwork was performed in Jiangsu Province, PR China. A stratified random sample of 167 vegetable farmers provided data for empirical testing with partial least squares analysis.Findings – The findings suggested that the value of guanxi networks is an antecedent to buyer‐seller relationship quality and marketing behaviour in China. Guanxi networks improve the quality of buyer‐seller relationships in terms of interpersonal trust and satisfaction. Buyer‐seller relationships influence smallholders transaction relationships, their participation in modern markets and choice for formal contracts. Guanxi networks not only support Chinese small‐scale vegetable farmers to get access to modern high‐value markets (e.g. supermarkets and international markets), but also encourage...

Network strength, transaction‐specific investments, inter‐personal trust, and relationship satisfaction in Chinese agri‐food SMEs

Purpose - The purpose of this paper is to investigate the effects of network strength, transaction-specific investments and inter-personal trust on business relationship satisfaction for small-and-medium-sized enterprises (SMEs) involved in agri-food processing and exporting in China. Design/methodology/approach - Survey data collected from 80 agri-food SMEs in Jiangsu Province were used for empirical testing. The authors applied an ordered logit regression approach for model estimation. Findings - The results demonstrate that strong Practical implications - Business relationships play a critical role in the modern market environment. Relational arrangements (based on Originality/value - The paper extends our understanding of relationship (

Influence of guanxi, trust and farmer-specific factors on participation in emerging vegetable markets in China

The fast development of market outlets (e.g., supermarkets, processing industries, international markets) in China provides rich opportunities for small-scale farmers to upgrade quality and increase income. However, the high level of transaction costs incurred in small-volume-based vegetable transactions hinders farmers from participating in these emerging markets. This article explores how personal relationships (called guanxi in China) and trust between farmers and their buyers influence transaction costs in vegetable transactions, and thereby also farmers’ participation in emerging markets. We interviewed 167 vegetable farmers in Jiangsu Province, which provided data for empirical testing using two-stage probit analysis with endogenous variables. The findings suggest that guanxi and trust effectively reduce transaction costs in vegetable marketing in China, which may help and encourage farmers to better participate in emerging markets. The results also reveal that farmers’ age, education, marketing experience, distance to the market, production scale and land quality influence transaction costs. The article ends with policy implications with respect to efficiently reducing transaction costs in vegetable supply chains in order to create a better environment for small-scale farmers in emerging markets in China.

The Role of Guanxi Networks in Vegetable Supply Chains: Empirical Evidence from P.R. China

This study attempts to empirically investigate how the concepts of relationship marketing affect market performance in Chinese vegetable sector. We interviewed 167 vegetable farmers and 84 processing and exporting companies to test our conceptual relationship model. Results demonstrate that personal relationships (called guanxi in China) significantly improve interpersonal trust and transaction-specific investments, which eventually show a significant impact on market performance. Results imply that the impact of guanxi networks differ on farmers and on companies. The study also reveals that transaction-related attributes (such as risk, channel requirements, and transaction conditions) influence trust, investment behavior, and market performance together with guanxi networks. The article ends with several managerial implications regarding the development of relationship marketing in China.

Guanxi networks, buyer-seller relationships, and farmers' participation in modern vegetable markets in China.

The aim of this study is to investigate the joint effects of small-scale farmers’ guanxi networks and buyer-seller relationships on their marketing behavior in China. A survey of 167 vegetable farmers shows that farmers guanxi networks have significant effect on trusting relationship building with buyers and on their investment behavior for transactional specific assets. Guanxi networks also help to improve farmers’ participation in modern high-value markets (e.g., supermarkets and international markets) and encourage relational transactions. Farmers’ modern market participation will be further enhanced by trusting buyer-seller relationships with buyers and complying with buyers quality requirements. The application of formal contracts, on the other hand, is closely related to farmers’ trusting relationships with buyers and transactional specific assets for vegetable transactions. Some policy implications are discussed.