DETERMINANTS OF RELATIONSHIP VALUE BETWEEN SUPPLIERS AND DISTRIBUTORS IN ELECTRONIC HOME APPLIANCE INDUSTRY

Abstract

This research aims at identifying factors affecting the relationship value between suppliers and distributors. A survey was conducted on 152 shops and companies operating in electronic home applicance industry in HCM City, Vietnam. The results show that three out of five factors investigated have possitive impact on relationship value, including Personal Interaction, Product Quality, Delivery Performance. Other two factors, Service Support and Collaborated Time, do not impact on relationship value. Theoretical and managerial implications have been discussed.