Exploring the impact of relationship transparency on business relationships a cross-sectional study among purchasing managers in Germany

Industrial Marketing Management

Volumn 32, Issue 2, 2003, Pages 101-108

  Eggert, Andreas ^a   Helm, Sabrina ^b  

^a France   (Germany)

^b HEINRICH HEINE UNIVERSITY   (Germany)

Author keywords

Customer satisfaction; Customer perceived value; Interaction approach; Relationship atmosphere; Transparency

Indexed keywords

EID: 33846592048     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0019-8501(02)00224-9     Document Type: Article

References (27)

1. Anderson JC, Gerbing DW. Predicting the performance of measures in a confirmatory factor analysis with a pretest assessment of their substantive validities. J Appl Psychol 1991;76:732- 40.
2. Anderson JC, Narus JA. Business market management: understanding, creating, and delivering value. Englewood Cliffs, NJ: Prentice Hall; 1999.
3. Armstrong JS, Overton T. Estimating nonresponse bias in mail surveys. J Mark Res 1977;14:396- 402.
4. Bliemel F, Eggert A. Why do they keep coming back? Customer retention and barriers to change from the customers' perspective. In: Halinen-Kaila A, Nummela N, editors. Interaction, relationships and networks: visions for the future. 14th IMP Annual Conference Proceedings, Work in Progress Papers, vol. 2. Turku: Turku School of Economics and Business Administration; 1998. 53-68.
5. Cox D. Risk handling in consumer behavior-an intensive study of two cases. In: Cox D, editor. Risk taking and information handling in consumer behavior. Boston: Harvard Univ. Press; 1967. 34-81.
6. Churchill GA. A paradigm for developing better measures of marketing constructs. J Mark Res 1979;16:64-73.
7. Darby MR, Karni E. Free competition and the optimal amount of fraud. J Law Econ 1983;16:67-88.
8. Dwyer R, Schurr P, Oh S. Developing buyer- seller relationships. J Mark Res 1987;55:29 - 37.
9. Eggert A, Ulaga W. Customer perceived value: a substitute for satisfaction in business markets? J Bus Ind Mark 2002;17(2/3):107-18.
10. Gerbing D, Anderson J. An updated paradigm for scale development incorporating unidimensionality and its assessment. J Mark Res 1988;25:186- 92.
11. Gummesson E. Total relationship marketing. Oxford: Butterworth-Heinemann; 1999.
12. Håkansson H, Snehota I. Developing relationships in business networks. London: Routledge; 1995.
13. Hallén L, Sandström M. Relationship atmosphere in international business. In: Paliwoda SJ, editor. New perspectives on international marketing. London: Routledge; 1991. 108- 25.
14. Homburg C, Baumgartner H. Beurteilung von Kausalmodellen-Bestandsaufnahme und Anwendungsempfehlungen. In: Hildebrandt L, Homburg C, editors. Die Kausalanalyse: Ein Instrument der empirischen betriebswirtschaftlichen Forschung. Stuttgart: Schäffer-Poeschel; 1998. 343- 69.
15. Håkansson H, editor. International marketing and purchasing of industrial goods-an interaction approach. New York: Wiley; 1982.
16. IMP Group. An interaction approach. In: Ford D, editor. Understanding business markets. 2nd ed. London: Dryden; 1997. 3 -22.
17. Kumar N, Stern LW, Anderson JC. Conducting interorganizational research using key informants. Acad Manage J 1993;36:1633- 51.
18. Lamming R, Caldwell N, Harrison D. Developing the concept and practice of transparency in inter-organisational relationships. Proceedings of the North American Academy of Management Meeting in Toronto. Briarcliff Manor, NY: North American Academy of Management; 2000. 1- 16.
19. Morgan RM, Hunt SD. The commitment-trust theory of relationship marketing. J Mark 1994;58:20 - 38.
20. Nelson P. Information and consumer behavior. J Polit Econ 1970;78: 311 -29.
21. Nunnally J. Psychometric theory. 2nd ed. New York: McGraw-Hill; 1978.
22. Sutton-Brady C. Relationship atmosphere, one step further? In: Mazet R, Salle R, Valla J-P, editors. Interaction, relationships and networks in business markets. Proceedings of the 13th IMP Conference. Lyon: Lyon Graduate School of Business; 1997. 471-4.
23. Sutton-Brady C. Towards developing a construct of relationship atmosphere. In: Naudé P, Ritter T, Turnbull P, Leek S, editors. Proceedings of the 16th IMP Conference. Bath: University of Bath; 2000. 1 -10.
24. Spreng RA, MacKenzie SB, Olshavsky RW. A reexamination of the determinants of customer satisfaction. J Mark 1996(July);60:15-32.
25. Turnbull P, Ford D, Cunningham M. Interaction, relationships and networks in business markets: an evolving perspective. In: Sheth JN, Söllner A, editors. Development, management and governance of relationships. Proceedings of the 1996 International Conference on Relationship Marketing. Berlin: Humboldt Univ. Press; 1996. 117- 55.
26. Williamson OE. Markets and hierarchies. New York/London: Macmillan/ The Free Press; 1975.
27. Zeithaml VA. Consumer perceptions of price, quality, and value: a means-end model and synthesis of evidence. J Mark 1988(July);52: 2 - 22.