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Relationship value and relationship qualityBroadening the nomological network of business-to-business relationshipsWolfgang UlagaESCP-EAP European School of Management, Paris, France, and English students to write English papers http://www.51lunwen.org/business/ provide students TheBestLinks, if demand, please contact QQ: 949925041, Tel: 13917206902Andreas EggertUniversity of Paderborn,herve leger sale, Paderborn, GermanyAbstractPurpose - Established models of buyer-seller relationships do not reflect managerial emphasis onsupplier performance evaluation when modelling business relationships. Proposes that relationshipvalue should be included as a key constituent in such models. Aims to explore the construct's linkswith key constituents of relationship quality, ie commitment, satisfaction,Beats By Dre Headphones, and trust.Design / methodology / approach - A two-stage research design was used. First, depth-interviewswere conducted with ten senior-level purchasing managers in US manufacturing companies. Second, data were gathered in a nation-wide mail survey among 400 purchasing professionals.Findings - The findings suggest that relationship value is an antecedent to relationship quality andbehavioural outcomes in the nomological network of relationship marketing. Value displays a strongerimpact on satisfaction than on commitment and trust. Value also directly impacts a customer'sintention to expand business with a supplier. In turn,tods shoes outlet, its impact on the propensity to leave arelationship is mediated by relationship quality. Contrary to previous research, trust does not appearin this study as an antecedent of behavioural outcomes, but as a mediator of thesatisfaction-commitment link.Research limitations / implications - Confirms the role of value as a key relationshipbuilding-block. Researchers should integrate this cognitive performance- based construct in modelsof business relationships. Limitations and research directions refer to the sampling procedure, the needto include the supplier's value perceptions, the possibility of conducting longitudinal research, and theopportunity to assess additional moderating variables.Practical implications - When the goal is to increase business with an existing customer, managers should focus on relationship value. In turn, when managers are concerned with the risk ofcustomers leaving a relationship,MBTシューズ 販売店, they should focus on relationship quality. Trust appears as animportant ingredient in stabilising existing business relationships.Originality / value - Stresses the pivotal role of relationship value inmarketing. Contributes to abetter fit between relationship marketing models and managerial practice in business markets.Keywords Relationship marketing, Buyer-seller relationships, Customer satisfaction, TrustPaper type Research paperThe current issue and full text archive of this journal is available atwww.emeraldinsight.com/0309-0566.htmThis research was conducted while the first author was a Visiting Associate Professor at theUniversity of Notre Dame's Mendoza College of Business. The authors would like to thankJoe Guiltinan and the Department of Marketing at Notre Dame for their support in this project. Inaddition, the authors would like to thank the Institute for the Study of Business Markets atPennsylvania State University for providing financial support for this study. Finally, the author of English network is available in English thesis papers to write, on behalf of the students to write paper, the British papers to write, to write papers in Australia, http://www.51lunwen.org, for reprint, please indicate the source.
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