The role of organizational culture in modeling buyer-seller relationships in the fresh fruit and vegetable trade between Ghana and Europe
Date
2007
Authors
Gyau, Amos
Spiller, Achim
Editors
Advisors
Journal Title
Journal ISSN
Volume Title
Type:
Journal article
Citation
African Journal of Business Management, 2007; 1(8):218-229
Statement of Responsibility
Amos Gyau and Achim Spiller
Conference Name
Abstract
In this paper, a model for buyer-seller relationships between Ghanaian fresh fruit and vegetable exporters and their buyers in Europe is provided. Organizational culture is brought into the limelight as an important dimension in the study of buyer-seller relationships in agribusinesses. Based on interviews with 101 managers of fresh fruit and vegetable export firms, the study revealed that certain organizational cultural dimensions (communication and team orientations) influence the firm’s relationship skills which in turn influence relationship quality. It is concluded that export firms can improve their relationships with their buyers if they look inward and evaluate certain aspects of their own internal organizational practices.
School/Discipline
School of Agriculture, Food and Wine