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학술연구/단체지원/교육 등 연구자 활동을 지속하도록 DBpia가 지원하고 있어요.
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Purpose: This study aims to review existing research on the definition, conceptualization, and measurement of relationship values to guide future research. This study specifically measures the relationship value between principals and retailers, which is still not widely discussed in previous research. Besides, to broaden our knowledge of the value-based determinants of competitive advantage, satisfaction, and retailer loyalty in business-to-business relationships. Research design, data, and methodology: This research assessed three alternative models of the relationship value construct's dimension structure and then tested for reliability, validity, and confirmatory factor analysis. The research sample is 185 retailers-data analysis using Structural Equation Modeling (SEM). Results: The results showed that product-based values and relationship-based values positively influenced competitive customer advantage, satisfaction, and loyalty. Conclusions: Relationship value construct can be measured and consist of five dimensions: product quality, delivery performance, customer orientation, service support, and personal interaction. They are key factors that maintain the relationship between principal and retailers. This study indicates that principals must invest more time and effort in building valuable relationships with their retailers. Finally, the value of relationships is a determinant of retailer performance: satisfaction and loyalty.
목차
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참고문헌 (63)
참고문헌 신청
Anderson, J. C. / 1998 / Business marketing : Understand what customers value / Harvard Business Review 76(6):53~65
Anderson, J. C. / 1990 / A Model of Distributor Firm and Manufacturer Firm Working Partnerships / Journal of Marketing 54:42~58
Anderson, J. C. / 1994 / Dyadic Business Relationships Within a Business Network Context / Journal of Marketing 58:1~15
Badenhorst-Weiss, J. / 2016 / Relationship Value, Trust and Supplier Retention in South African Automotive Supply Chains / Journal of Applied Business Research(JABR) 32(5):1329~1340
Baxter, R. / 2015 / How relationship conditions affect suppliers’ resource inputs / Australasian Marketing Journal 23(2):117~123
Anderson, J. C. / 1990 / A Model of Distributor Firm and Manufacturer Firm Working Partnerships / Journal of Marketing 54:42~58
Anderson, J. C. / 1994 / Dyadic Business Relationships Within a Business Network Context / Journal of Marketing 58:1~15
Badenhorst-Weiss, J. / 2016 / Relationship Value, Trust and Supplier Retention in South African Automotive Supply Chains / Journal of Applied Business Research(JABR) 32(5):1329~1340
Baxter, R. / 2015 / How relationship conditions affect suppliers’ resource inputs / Australasian Marketing Journal 23(2):117~123
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