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The relqual scale: a measure of relationship quality in export market ventures

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  • Lages, Carmen
  • Lages, Cristiana Raquel
  • Lages, Luis Filipe

Abstract

In this article the authors develop a new measurement scale (the RELQUAL scale) to assess the degree of relationship quality between the exporting firm and the importer. Relationship quality is presented as a high order concept. Findings reveal that a better quality of the relationship results in a greater 1) amount of information sharing, 2) communication quality, 3) long-term orientation, as well as 4) satisfaction with the relationship. The four multi-item scales show strong evidence of reliability as well as convergent, discriminant and nomological validity in a sample of British exporters. Findings also reveal that relationship quality is positively and significantly associated with export performance. Suggestions for applying the measure in future research are presented.

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File URL: http://fesrvsd.fe.unl.pt/WPFEUNL/WP2004/wp447.pdf
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Bibliographic Info

Paper provided by Universidade Nova de Lisboa, Faculdade de Economia in its series FEUNL Working Paper Series with number wp447.

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Length: 24 pages
Date of creation: 2004
Date of revision:
Handle: RePEc:unl:unlfep:wp447

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Keywords: Relationship Quality; Relationship Marketing; Export Marketing; Export Performance;

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References

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  1. Lee Cronbach, 1951. "Coefficient alpha and the internal structure of tests," Psychometrika, Springer, Springer, vol. 16(3), pages 297-334, September.
  2. Samiee, Saeed & Walters, Peter G. P., 2003. "Relationship marketing in an international context: a literature review," International Business Review, Elsevier, Elsevier, vol. 12(2), pages 193-214, April.
  3. Lages, Luis Filipe & Lages, Cristiana Raquel, 2002. "The STEP Scale: A Cross-National Scale for Short-Term Export Performance Improvement," FEUNL Working Paper Series, Universidade Nova de Lisboa, Faculdade de Economia wp422, Universidade Nova de Lisboa, Faculdade de Economia.
  4. N. Sheth, Jagdish & Parvatiyar, Atul, 1995. "Relationship marketing," International Business Review, Elsevier, Elsevier, vol. 4(4), pages 391-396.
  5. John W Cadogan & Adamantios Diamantopoulos & Charles Pahud de Mortanges, 1999. "A Measure of Export Market Orientation: Scale Development and Cross-cultural Validation," Journal of International Business Studies, Palgrave Macmillan, vol. 30(4), pages 689-707, December.
  6. Sheth, Jagdish N. & Parvatiyar, Atul, 1995. "The evolution of relationship marketing," International Business Review, Elsevier, Elsevier, vol. 4(4), pages 397-418.
  7. Bejou, David & Wray, Barry & Ingram, Thomas N., 1996. "Determinants of relationship quality: An artificial neural network analysis," Journal of Business Research, Elsevier, Elsevier, vol. 36(2), pages 137-143, June.
  8. JS Armstrong & Terry Overton, 2005. "Estimating Nonresponse Bias in Mail Surveys," General Economics and Teaching, EconWPA 0502044, EconWPA.
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Citations

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Cited by:
  1. Sichtmann, Christina & Griese, Ilka & Klein, Maren, 2007. "Determinants of the international performance of services: a conceptual model," Discussion Papers 2007/17, Free University Berlin, School of Business & Economics.
  2. Simona-Mihaela TRIF, 2012. "Antecedents and consequences of relationship quality. A case study of banking sector in Romania," Timisoara Journal of Economics, West University of Timisoara, Romania, Faculty of Economics and Business Administration, West University of Timisoara, Romania, Faculty of Economics and Business Administration, vol. 5(18), pages 253–271.
  3. Sarstedt, Marko & Ringle, Christian M. & Smith, Donna & Reams, Russell & Hair, Joseph F., 2014. "Partial least squares structural equation modeling (PLS-SEM): A useful tool for family business researchers," Journal of Family Business Strategy, Elsevier, Elsevier, vol. 5(1), pages 105-115.
  4. Rota, Cosimo & Zanasi, Cesare, 2011. "Sustainable Relations in International Development Cooperation Projects: The Role of Organizational Climate," International Journal on Food System Dynamics, International Center for Management, Communication, and Research, International Center for Management, Communication, and Research, vol. 2(1).
  5. Bauer, Hans H. & Falk, Tomas & Hammerschmidt, Maik, 2006. "eTransQual: A transaction process-based approach for capturing service quality in online shopping," Journal of Business Research, Elsevier, Elsevier, vol. 59(7), pages 866-875, July.
  6. Hossein Rezaie Dolatabadi & Mohammad Hossein Forghani & Seyed Mehdi Tabatabaee & Fatemeh Faghani, 2013. "Effect of Appropriate Marketing Mix Strategies on Iranian Protein Products Export Performance," International Journal of Academic Research in Accounting, Finance and Management Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Accounting, Human Resource Management Academic Research Society, International Journal of Academic Research in Accounting, Finance and Management Sciences, vol. 3(3), pages 21-27, July.
  7. Lages, Luis Filipe & Lancastre, Andrew & Lages, Carmen, 2005. "Bringing Relationship Marketing Theory into B2B Practice: The B2B-RP Scale and the B2B-RELPERF Scorecard," FEUNL Working Paper Series, Universidade Nova de Lisboa, Faculdade de Economia wp471, Universidade Nova de Lisboa, Faculdade de Economia.
  8. de Magistris, Tiziana & Gracia, Azucena, 2008. "Co-operation and economic relationship as determinants for competitiveness in the food sector: the Spanish wheat to bread chain," 2008 International Congress, August 26-29, 2008, Ghent, Belgium, European Association of Agricultural Economists 44066, European Association of Agricultural Economists.
  9. Leonidou, Leonidas C. & Katsikeas, Constantine S., 2010. "Integrative assessment of exporting research articles in business journals during the period 1960-2007," Journal of Business Research, Elsevier, Elsevier, vol. 63(8), pages 879-887, August.
  10. Antonio CORREIA de BARROS & Hortensia BARANDAS & Paulo Alexandre PIRES, 2009. "Applying Artificial Neural Networks to Evaluate Export Performance: A Relational Approach," REVISTA DE MANAGEMENT COMPARAT INTERNATIONAL/REVIEW OF INTERNATIONAL COMPARATIVE MANAGEMENT, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 10(4), pages 713-734, October.
  11. Rauyruen, Papassapa & Miller, Kenneth E., 2007. "Relationship quality as a predictor of B2B customer loyalty," Journal of Business Research, Elsevier, Elsevier, vol. 60(1), pages 21-31, January.
  12. Lages, Luis Filipe & Silva, Graça & Styles, Chris & Pereira, Zulema Lopes, 2009. "The NEP Scale: A measure of network export performance," International Business Review, Elsevier, Elsevier, vol. 18(4), pages 344-356, August.
  13. Obadia, Claude & Vida, Irena, 2011. "Cross-border relationships and performance: Revisiting a complex linkage," Journal of Business Research, Elsevier, Elsevier, vol. 64(5), pages 467-475, May.

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