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Market and supplier characteristics driving distributor relationship quality in international marketing channels of industrial products
Department of Industrial Management & Technology, University of Piraeus.
Leeds University Business School, Maurice Keyworth Building, Leeds University.
Leeds University Business School, Maurice Keyworth Building, Leeds University.
KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.).
2008 (English)In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 37, 23-36 p.Article in journal (Refereed) Published
Abstract [en]

Although we are beginning to comprehend the fundamental importance of relationship quality in interorganizational exchange, a relatively small, but growing, body of literature that has not kept pace with the tremendous growth in global channel transactions has been devoted to the development of cross-border relationship quality. This study addresses this gap in the literature by investigating the extent to which certain market and exporter characteristics affect the development of relationship quality in the context of importing distributors trading with exporting manufacturers of industrial products. Relationship quality is viewed as a higher-order construct composed of trust, commitment, and satisfaction. Findings reveal that psychic distance is related negatively to relationship quality, while transaction-specific investments and role performance are associated positively with relationship quality. No link is found between environmental uncertainty and relationship quality. Managerial implications of the findings are considered and limitations along with future research directions discussed.

Place, publisher, year, edition, pages
Elsevier , 2008. Vol. 37, 23-36 p.
Keyword [en]
Relationship quality, International marketing channels, Industrial marketing
National Category
Economics and Business
URN: urn:nbn:se:kth:diva-59013DOI: 10.1016/j.indmarman.2007.04.004ISI: 000252913400004OAI: diva2:474627
QC 20120123Available from: 2012-01-23 Created: 2012-01-09 Last updated: 2012-01-23Bibliographically approved

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Salehi-Sangari, Esmail
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