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

Andreas Eggert, Sabrina V Helm

Research output: Contribution to journalArticle

60 Citations (Scopus)

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 languageEnglish (US)
Pages (from-to)101-108
Number of pages8
JournalIndustrial Marketing Management
Volume32
Issue number2
DOIs
StatePublished - Feb 1 2003
Externally publishedYes

Fingerprint

Germany
Purchasing
Business relationships
Managers
Transparency
Cross-sectional studies
Interaction
Structural equations
Customer satisfaction
Behavioral intention
Empirical data
Conceptual model

Keywords

  • Customer satisfaction
  • Customer-perceived value
  • Interaction approach
  • Relationship atmosphere
  • Transparency

ASJC Scopus subject areas

  • Marketing

Cite this

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