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INITIATING AND SUSTAINING DURABLE BUYER-SELLER RELATIONSHIPS: A CASE STUDY OF NNPC’S PIPELINES AND PRODUCT MARKETING COMPANY (PPMC) DEPOTS AND THEIR MAJOR/INDEPENDENT MARKETERS
Abstract
The study, “Initiating and sustaining durable buyer-seller relationships” was carried out to see how organizations initiate and sustain relationships in the process of doing their business. NNPC’s Pipelines and Product Marketing Company (PPMC) Depots were chosen as a case study. Data for this project was collected through the administration of questionnaires and through personal interviews with the staff of PPMC depots. Among other things, the study revealed that the company under study based most of its relationships on legalistic contracts rather than strategic partnership. Its major reason for being in business is profit oriented. In this study, emphasis has been laid on the need to get suppliers involved in the design and specification stages of the products or services. This will concretise their relationships with their buyers and will in turn minimise uncertainties in them.
ABLE OF CONTENT
Title page- – – – – – – – – i
Approval page – – – – – – – -ii
Dedication – – – – – – – – -iii
Acknowledgement – – – – – – – -iv
Abstract – – – – – – – – – -v
Table of content – – – – – – – -vi
CHAPTER ONE
INTRODUCTION – – – – – – – -1
1.0 Background of the study – – – – -1
1.1 Statement of the problem – – – – -5
1.2 Purpose of the study – – – – – -6
1.3 Significance of the study – – – – -8
1.4 Research questions – – – – – -9
1.5 Scope of the study – – – – – – -10
CHAPTER TWO
LITERATURE REVIEW – – – – – – -11
CHAPTER THREE
Research methodology – – – – – – -39
Design of study – – – – – – – -40
CHAPTER FOUR
Presentation, analysis and interpretation of data – -48
CHAPTER FIVE
Summary of findings – – – – – – -60
Conclusion – – – – – – – – -61
Recommendations – – – – – – – -62
Suggestions for further research – – – – -64
References – – – – – – – – -65
Appendix I – – – – — – – – -68
Questionnaire. – – – – – – – -69
