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The Quality of Business Relationships in the Automotive Industry and the Company Performance: The Case of Polish and Brazilian Markets

Author

Listed:
  • Lukasz Malys

    (Poznañ University of Economics and Business)

  • Justyna Swiatowiec-Szczepanska

    (Poznañ University of Economics and Business)

  • Michal Zdziarski

    (Faculty of Management, University of Warsaw)

Abstract

This paper aims to determine how relationship quality can influence company performance in the business- to-business setting of the automotive wholesalers and car dealers. Building on prior research and the results of focus study, we propose relationship quality as a higher construct comprising trust, respect, openness and commitment. The mail survey method was chosen for data collection and the studies were carried out in Poland and Brazil. The results show coexistence of a high level of relationship quality and very good company performance, both in Poland and Brazil, however the entities in Poland assess the quality of the relationship significantly higher than companies in Brazil.

Suggested Citation

  • Lukasz Malys & Justyna Swiatowiec-Szczepanska & Michal Zdziarski, 2017. "The Quality of Business Relationships in the Automotive Industry and the Company Performance: The Case of Polish and Brazilian Markets," Problemy Zarzadzania, University of Warsaw, Faculty of Management, vol. 15(70), pages 76-87.
    • Handle: RePEc:sgm:pzwzuw:v:15:i:70:y:2017:p:76-87
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    File URL: https://pz.wz.uw.edu.pl/resources/html/article/details?id=170247
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    More about this item

    Keywords

    business relationships; quality of relationships; company performance; automotive industry;
    All these keywords.

    JEL classification:

    • M14 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Corporate Culture; Diversity; Social Responsibility
    • M39 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Other

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