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Bringing Relationship Marketing Theory into B2B Practice: The B2B-RP Scale and the B2B-RELPERF Scorecard

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  • Lages, Luis Filipe
  • Lancastre, Andrew
  • Lages, Carmen

Abstract

This study presents a new measurement scale to assess the performance of a relationship between two firms. The Business-to-Business Relationship Performance (B2B-RP) scale is presented as a high order concept. When tested in a sample of nearly 400 SMEs purchasing managers operating in a B2B e-marketplace, our findings reveal that greater relationship performance results in better 1) relationship policies and practices, 2) relationship commitment, 3) trust in the relationship, 4) mutual cooperation, as well as 5) satisfaction with the relationship. The multi-dimensional scale shows strong evidence of reliability as well as convergent, discriminant and nomological validity. Findings also reveal that B2B relationship performance is positively and significantly associated with loyalty. While building on this scale, the authors develop the B2B-RP Scorecard intended to be included in periodic reports. At the managerial level, both the scale and the scorecard are expected to help disclose relationship performance, and act as useful instruments for periodic planning, management, controlling, and improvement of B2B relationships.

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File URL: http://fesrvsd.fe.unl.pt/WPFEUNL/WP2005/wp471.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 wp471.

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Length: 27 pages
Date of creation: 2005
Date of revision:
Handle: RePEc:unl:unlfep:wp471

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Keywords: Relationship Performance; Relationship Marketing; B2B-RP Scale; B2B-RELPERF Scorecard; Electronic Markets;

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References

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  1. Lages, Luis Filipe & Fernandes, Joana Cosme, 2005. "The SERPVAL scale: a multi-item instrument for measuring service personal values," Journal of Business Research, Elsevier, Elsevier, vol. 58(11), pages 1562-1572, November.
  2. Lages, Carmen & Lages, Cristiana Raquel & Lages, Luis Filipe, 2004. "The relqual scale: a measure of relationship quality in export market ventures," FEUNL Working Paper Series, Universidade Nova de Lisboa, Faculdade de Economia wp447, Universidade Nova de Lisboa, Faculdade de Economia.
  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. JS Armstrong & Terry Overton, 2005. "Estimating Nonresponse Bias in Mail Surveys," General Economics and Teaching, EconWPA 0502044, EconWPA.
  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.
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Cited by:
  1. 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.

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