Collaboration in Buyer-Seller Relationships as a New Approach to Competitive Advantage

Autor:	Jamila Jouali Jamila Jouali
Rok vydání:	2013
Předmět:	Microeconomics Empirical research Conceptualization media_common.quotation_subject Bond Phenomenon Quality (business) Business Dimension (data warehouse) Construct (philosophy) Competitive advantage media_common
Zdroj:	IOSR Journal of Business and Management. 10:55-64
ISSN:	2278-487X 2319-7668
DOI:	10.9790/487x-1025564
Popis:	Although recent academic work on business relationships often discusses relationship quality as a major subject, particularly with regard to the phenomenon of seller stratification, there is still little empirical research on this important construct. In this paper, the authors provide a thorough conceptualization of relationship quality and its possible antecedents, i.e., bond relationship, Temporal, Social, and Structural bond, drawing on an empirical base of 219 buyers questionnaires, Structural equations modeling (SEM) is used to assess the simultaneous effects of the predictive variables. An empirical survey confirms the impact of the relational bond dimension on the satisfaction. The satisfaction has an effect on the customer trust witch influence his commitment. The findings are discussed and the authors provide managerial implications for decision-makers from both buyer and supplier organizations.
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_________::5032c4b214ecc4af8b183a7de0e1587f https://doi.org/10.9790/487x-1025564 Zobrazit plný text záznamu