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Home
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Working Papers
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Port Wine Distribution Strategies Buyer/Seller Cooperation

Working Paper No. 116

Published: 2012
Category:
Business

Port Wine Distribution Strategies Buyer/Seller Cooperation

Luis Sequeira
Full Text PDF
Abstract
The main purpose of this study is to research buyer-seller cooperation in the distribution of Port wine. Eight research hypotheses were derived from data collected by case study, and incorporated into a quantitative questionnaire distributed to commercial directors of 52 producer companies and 49 distributors. A binary probit model was developed to analyze the Likert-scaled answers in valid questionnaires returned by 32 producer respondents and 29 of distributor respondents. The results of the study show that (1) conflict, when permanent and intense, inhibits the development of cooperative relationships; (2) trust is likely to solve conflicts; (3) a combination of trust and adaptation increases the potential for cooperation; and (4) the presence of a foreign employee at the interface between producers and distributors does not negatively affect the level of cooperation. Lastly, cooperation can be considered as an important means of developing skills and resources, which can then be applied to existing transactional relationships.

Submission

Please send your papers as PDF files to the editor, Victor Ginsburgh, at vginsbur@ulb.ac.be
Papers will be quickly reviewed, prior to potential posting on the website. Decision will be to post or not, possibly with short comments, but without referee reports. The decision will be based primarily on the suitability of the paper’s topic to the aims of the Association.
Such decisions are independent of publication decisions for the Journal of Wine Economics.

Working Paper publication requires that at least one author
is a regular member of AAWE.

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