Variations in relationship strength and its impact on performance and satisfaction in business relationships
Journal of Business & Industrial Marketing
ISSN: 0885-8624
Article publication date: 1 December 2001
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.
Keywords
Citation
Hausman, A. (2001), "Variations in relationship strength and its impact on performance and satisfaction in business relationships", Journal of Business & Industrial Marketing, Vol. 16 No. 7, pp. 600-616. https://doi.org/10.1108/EUM0000000006194
Publisher
:MCB UP Ltd
Copyright © 2001, MCB UP Limited