Assessing Relationship Quality
Assessing the quality of any relationship has remained a problematic issue in spite of the recognized importance of relationships within business-to-business marketing, and this paper attempts to redress this shortcoming. Working with a group of 40 executives, and utilizing conjoint analysis, we exp...
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| Veröffentlicht in: | Industrial marketing management 2000-07, Vol.29 (4), p.351-361 |
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| container_end_page | 361 |
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| container_issue | 4 |
| container_start_page | 351 |
| container_title | Industrial marketing management |
| container_volume | 29 |
| creator | Naudé, Pete Buttle, Francis |
| description | Assessing the quality of any relationship has remained a problematic issue in spite of the recognized importance of relationships within business-to-business marketing, and this paper attempts to redress this shortcoming. Working with a group of 40 executives, and utilizing conjoint analysis, we explore this complex area by first identifying five underlying dimensions of high quality business-to-business relationships: trust; needs fulfilment; supply chain integration; power; and profit. Our preliminary results indicate that there is no one measure of just what constitutes a good relationship. Rather, there are potentially four different types of “good” relationship, each composed of different blends of these five attributes. |
| doi_str_mv | 10.1016/S0019-8501(00)00112-7 |
| format | Article |
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| fulltext | fulltext |
| identifier | ISSN: 0019-8501 |
| ispartof | Industrial marketing management, 2000-07, Vol.29 (4), p.351-361 |
| issn | 0019-8501 1873-2062 |
| language | eng |
| recordid | cdi_proquest_journals_204478570 |
| source | Access via ScienceDirect (Elsevier) |
| subjects | Business to business commerce Conjoint analysis Marketing Measurement Professional relationships Quality Statistical analysis Studies |
| title | Assessing Relationship Quality |
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