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CABI Book Chapter

Agri-food chain relationships.

Book cover for Agri-food chain relationships.


This book is the result of several years of research activity on the topic of how to better link farmers, processors and retailers with each other in order to ensure and improve the supply of food products which meet consumer needs and wants. The book is structured in three parts. Starting with an overview regarding main developments in the agri-food sector with relevance for chain relationships (...


Chapter 12 (Page no: 191)

Guanxi and contracts in Chinese vegetable supply chains: an empirical investigation.

An integrated analytical framework was developed and tested to investigate interactions among guanxi networks, buyer-seller relationships, contractual governance and relationship satisfaction in the Chinese vegetable industry. Results of a survey of 167 farmers and 80 firms show that guanxi networks positively contribute to trusting relationships and substantially enhance business satisfaction. However, farmers' approaches to achieving satisfying relationships with their buyers are different from those employed by vegetable processing and exporting firms. Relational governance substantially reduces transaction costs. Furthermore, the total effects of relational governance (based on guanxi networks) on contractual governance underline the importance of trust-building activities. The complementary effects of guanxi networks on contractual governance imply that a combination of relational and contractual governance in vegetable supply chains may be the best way to improve business relationships and to enhance marketing performance.

Other chapters from this book

Chapter: 1 (Page no: 25) Building sustainable relationships in agri-food chains: challenges from farm to retail. Author(s): Hartmann, M. Frohberg, K. Fischer, C.
Chapter: 2 (Page no: 45) Inter-organizational relationships in agri-food systems: a transaction cost economics approach. Author(s): Chaddad, F. Rodriguez-Alcalá, M. E.
Chapter: 3 (Page no: 61) Behavioural economics and the theory of social structure: relevance for understanding inter-organizational relationships. Author(s): Hartmann, M. Hoffmann, J. Simons, J.
Chapter: 4 (Page no: 74) Collaborative advantage, relational risks and sustainable relationships: a literature review and definition. Author(s): Fischer, C. Reynolds, N.
Chapter: 5 (Page no: 91) Trust and relationships in selected European agri-food chains. Author(s): Leat, P. Henchion, M. Albisu, L. M. Fischer, C.
Chapter: 6 (Page no: 105) Review of the trust situation in agri-food chain relationships in the Asia-Pacific with a focus on the Philippines and Australia. Author(s): Batt, P. J.
Chapter: 7 (Page no: 119) Determinants of sustainable agri-food chain relationships in Europe. Author(s): Fischer, C. Hartmann, M. Reynolds, N. Leat, P. Revoredo-Giha, C. Henchion, M. Gracia, A. Albisu, L. M.
Chapter: 8 (Page no: 135) Enhancing the integration of agri-food chains: challenges for UK malting barley. Author(s): Revoredo-Giha, C. Leat, P.
Chapter: 9 (Page no: 150) From transactions to relationships: the case of the Irish beef chain. Author(s): Henchion, M. McIntyre, B.
Chapter: 10 (Page no: 164) Reviewing relationship sustainability in the case of the German wheat-to-bread chain. Author(s): Bavorová, M. Hockmann, H.
Chapter: 11 (Page no: 177) Inter-organizational relationships in the US agri-food system: the role of agricultural cooperatives. Author(s): Chaddad, F.
Chapter: 13 (Page no: 206) Inter-organizational relationships as determinants for competitiveness in the agrifood sector: the Spanish wheat-to-bread chain. Author(s): Gracia, A. Magistris, T. de Albisu, L. M.
Chapter: 14 (Page no: 220) How buyer-supplier relationships can create value: the case of the Australian wine industry. Author(s): Hobley, L. Batt, P. J.
Chapter: 15 (Page no: 237) Best practice in relationship management: recommendations for farmers, processors and retailers. Author(s): Lu HuaLiang Batt, P. J. Fischer, C.
Chapter: 16 (Page no: 250) Improving agri-food chain relationships in Europe: the role of public policy. Author(s): Albisu, L. M. Henchion, M. Leat, P. Blandford, D.
Chapter: 17 (Page no: 267) Lessons learned: recommendations for future research on agri-food chain relationships. Author(s): Chaddad, F. Fischer, C. Hartmann, M.

Chapter details

  • Author Affiliation
  • Nanjing University of Finance and Economics, Nanjing, China.
  • Year of Publication
  • 2010
  • ISBN
  • 9781845936426
  • Record Number
  • 20103251065