Investigating determining factors buyer-supplier relationship value in industrial markets

The aim of this thesis is to examine the rational and emotional factors that are important in buyer-supplier relationships, especially the importance of the buyer's point of view, and the role of these factors in the development of behaviors or trends such as satisfaction, commitment and long-term relationship orientation. For this purpose, based on the quantitative research approach, data were collected from a total of 530 people by using convenience sampling method from Istanbul. Data were analyzed using descriptive statistics, factor analysis, independent sample t-test, one-way analysis of variance, Pearson Correlation analysis and Standard Multiple Regression analysis. The findings showed that the participants had positive perceptions about the value of the relationship between buyer and seller. In addition, it was found that there were statistically significant positive relationships between the subscales of the relationship value and the sense of satisfaction, loyalty and relationship tendency. It was also determined that social ties, brand portfolio and reputation, trust, communication suitability and capacity, innovation-adaptation and flexibility are the determinants of satisfaction level; communication suitability and capacity, brand portfolio and reputation, supplier history and reputation and structural bonds are the determinants of the loyalty level; and brand portfolio and reputation, trust and supplier history and reputation are decisive in the relationship tendency level. Finally, some of the sub-dimensions of the relationship value differ from demographic characteristics by gender, age, educational background, monthly income, status and working time in the sector; and business characteristics of the enterprise according to the business activity period, the number of people working in the business, annual turnover of the business, working time with the supplier with which the company works most and monthly interview time with the supplier with which the company works most. The results obtained from this study are thought to make significant contributions to the practitioners.