Business‐to‐business relationship quality An IMP interaction‐based conceptualization and measurement

Business‐to‐business relationship quality An IMP interaction‐based conceptualization and... Although relationship quality is recognized as a central construct in the relationship marketing literature, relatively little attention has been paid to the issues of: the dimensions of relationship quality, and the directional relationship between relationship quality and related service evaluation outcomes. This study seeks to provide alternative conceptualization of business‐to‐business relationship quality based on the well‐established IMP interaction model and to clarify the relationship between relationship quality and service quality. The findings from an empirical study, support the hypothesis that relationship quality, defined as a higher‐order construct of cooperation, adaptation, and atmosphere, has a positive impact on service quality. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png European Journal of Marketing Emerald Publishing

Business‐to‐business relationship quality An IMP interaction‐based conceptualization and measurement

European Journal of Marketing, Volume 38 (9/10): 20 – Sep 1, 2004

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Publisher
Emerald Publishing
Copyright
Copyright © 2004 Emerald Group Publishing Limited. All rights reserved.
ISSN
0309-0566
DOI
10.1108/03090560410548960
Publisher site
See Article on Publisher Site

Abstract

Although relationship quality is recognized as a central construct in the relationship marketing literature, relatively little attention has been paid to the issues of: the dimensions of relationship quality, and the directional relationship between relationship quality and related service evaluation outcomes. This study seeks to provide alternative conceptualization of business‐to‐business relationship quality based on the well‐established IMP interaction model and to clarify the relationship between relationship quality and service quality. The findings from an empirical study, support the hypothesis that relationship quality, defined as a higher‐order construct of cooperation, adaptation, and atmosphere, has a positive impact on service quality.

Journal

European Journal of MarketingEmerald Publishing

Published: Sep 1, 2004

Keywords: Channel relationships; Service levels; Servicing; Customer relations; Business‐to‐business marketing

References

  • The role of relationship quality in the stratification of vendors as perceived by customers
    Dorsch, M.J.; Swanson, S.R.; Kelly, S.W.
  • An exploration of the moderating role of buyer corporate culture in industrial buyer‐seller relationships
    Hewett, K.R.; Money, B.; Sharma, S.
  • Strategic integration in industrial distribution channels: managing the interfirm relationship as a strategic asset
    Johnson, J.L.
  • Relationship quality, on‐line banking and the information technology gap
    Lang, B.; Colgate, M.

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