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

Andreas Eggert; Sabrina Helm

doi:10.1016/S0019-8501(02)00224-9

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

Andreas Eggert, Sabrina Helm

Research output: Contribution to journal › Article › peer-review

105 Scopus citations

Abstract

This paper introduces the notion of relationship transparency. It delineates this new concept from the interaction model of business relationships. We define relationship transparency as an individual's subjective perception of being informed about the relevant actions and properties of the other party in the interaction. Empirical data gathered in a cross-sectional survey among purchasing managers in Germany provide evidence that relationship transparency contributes to the overall success of a business relationship. According to our conceptual model and structural equation estimates, transparency delivers value to the customer, increases customer satisfaction and ultimately leads to favorable behavioral intentions.

Original language	English (US)
Pages (from-to)	101-108
Number of pages	8
Journal	Industrial Marketing Management
Volume	32
Issue number	2
DOIs	https://doi.org/10.1016/S0019-8501(02)00224-9
State	Published - Feb 1 2003
Externally published	Yes

Keywords

Customer satisfaction
Customer-perceived value
Interaction approach
Relationship atmosphere
Transparency

ASJC Scopus subject areas

Marketing

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10.1016/S0019-8501(02)00224-9

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abstract = "This paper introduces the notion of relationship transparency. It delineates this new concept from the interaction model of business relationships. We define relationship transparency as an individual's subjective perception of being informed about the relevant actions and properties of the other party in the interaction. Empirical data gathered in a cross-sectional survey among purchasing managers in Germany provide evidence that relationship transparency contributes to the overall success of a business relationship. According to our conceptual model and structural equation estimates, transparency delivers value to the customer, increases customer satisfaction and ultimately leads to favorable behavioral intentions.",

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AB - This paper introduces the notion of relationship transparency. It delineates this new concept from the interaction model of business relationships. We define relationship transparency as an individual's subjective perception of being informed about the relevant actions and properties of the other party in the interaction. Empirical data gathered in a cross-sectional survey among purchasing managers in Germany provide evidence that relationship transparency contributes to the overall success of a business relationship. According to our conceptual model and structural equation estimates, transparency delivers value to the customer, increases customer satisfaction and ultimately leads to favorable behavioral intentions.

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KW - Interaction approach

KW - Relationship atmosphere

KW - Transparency

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

Abstract

Keywords

ASJC Scopus subject areas

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