The importance of relationship characteristics in the export performance of food firms

Abstract

Purpose

The purpose of this study is to explore how food-exporting firms assess the importance of relationship characteristics of the supply chain that impact their performance as well as how it relates to export performance indicators.

Design/methodology/approach

An online survey was administered across 83 food firms in Greece, assessing the importance of relationship characteristics of the supply chain by using the best–worst scaling technique.

Findings

The most important characteristics relate to the quality of the primary material and the procurement costs and producer prices; these are considered more important by export-oriented food firms compared to non–export-oriented food firms. Characteristics that relate to the relationship between members of the agri-food supply chain and the interorganizational business systems and governance mechanisms are also considered of average importance. Characteristics related to the adoption of differentiation strategies are considered least important.

Practical implications

Producers should emphasize the quality and prices of their product as well as establish collaborations with food firms. Food firms need to emphasize interorganizational business systems and governance mechanisms that reduce procurement costs, instead of trying to reduce producer prices. Public authorities should engage stakeholders of the agri-food supply chain in relationships that will enable food firms to deliver on their quality and price demands.

Originality/value

Primary production and collaborations of it with food firms have not been studied in regards to what extent they relate to food firms' export performance.

Citation

Karipidis, P., Chrysochou, P. and Karypidou, I. (2020), "The importance of relationship characteristics in the export performance of food firms", British Food Journal, Vol. 122 No. 4, pp. 1305-1320. https://doi.org/10.1108/BFJ-05-2019-0376