Variations in relationship strength and its impact on performance and satisfaction in business relationships

Angela V. Hausman

189 citations0/0 files storedJournal of Business and Industrial Marketing

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Customer Service Quality and Loyalty Quality and Supply Management Outsourcing and Supply Chain Management

Abstract

Develops a summary construct, relationship strength, composed of interfirm trust, relationship commitment, and relationalism and supports the role of relationship strength in achieving positive relational outcomes, like relationship satisfaction and performance. The survey sample comes from a national population of hospital material managers who make decisions regarding purchases from a small group of large medical/surgical supply firms. Structural models support improved fit provided by relationship strength over a model containing the individual constructs comprising relationship strength. Managerial and academic implications of relationship strength include improved strategic planning and actionable information on improving relational outcomes.

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References

1988On the Evaluation of Structural Equation Models 1994The Commitment-Trust Theory of Relationship Marketing 1977Estimating Nonresponse Bias in Mail Surveys 1977Estimating Nonresponse Bias in Mail Surveys 1987Developing Buyer-Seller Relationships 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships 1994Developmental Processes of Cooperative Interorganizational Relationships

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