Examining relationship value in cross-border business relationships: A comparison between correlational and configurational approaches

Examining relationship value in cross-border business relationships: A comparison between... Value creation is the raison d'etre of a business relationship. Yet a relatively small number of studies investigate the role of relationship value in interfirm relationships in general and in cross-border business relationships in particular. This work synthesizes and extends existing research to present a conceptual model that identifies the key antecedents and outcomes of relationship value in international channel relationships. The study uses both a correlational (partial least squares-structural equation modeling) and a configurational (fuzzy-set qualitative comparative analysis) approach to test the model relationships. Comparing the findings of both approaches provides insights into the asymmetric versus symmetric relationships among the observations. The study results reveal the important roles of psychic distance, relational norms, and relationship learning in relationship value creation and the implications of relationship value in terms of relationship quality and performance. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business Research Elsevier

Examining relationship value in cross-border business relationships: A comparison between correlational and configurational approaches

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Publisher
Elsevier
Copyright
Copyright © 2017 Elsevier Inc.
ISSN
0148-2963
eISSN
1873-7978
D.O.I.
10.1016/j.jbusres.2017.12.039
Publisher site
See Article on Publisher Site

Abstract

Value creation is the raison d'etre of a business relationship. Yet a relatively small number of studies investigate the role of relationship value in interfirm relationships in general and in cross-border business relationships in particular. This work synthesizes and extends existing research to present a conceptual model that identifies the key antecedents and outcomes of relationship value in international channel relationships. The study uses both a correlational (partial least squares-structural equation modeling) and a configurational (fuzzy-set qualitative comparative analysis) approach to test the model relationships. Comparing the findings of both approaches provides insights into the asymmetric versus symmetric relationships among the observations. The study results reveal the important roles of psychic distance, relational norms, and relationship learning in relationship value creation and the implications of relationship value in terms of relationship quality and performance.

Journal

Journal of Business ResearchElsevier

Published: Aug 1, 2018

References

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