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Value in Supplier-Mnufacturer Relationship and its Effect on Relationship Quality in Iranian Industry

Khalafian, Chamran | 2011

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  1. Type of Document: M.Sc. Thesis
  2. Language: English
  3. Document No: 41737 (54)
  4. University: Sharif University of Technology, International Campus, Kish Island
  5. Department: Management and Economics
  6. Advisor(s): Askariazad, Mohammad Hossein
  7. Abstract:
  8. In order for suppliers to achieve a competitive position in relation with their customers it is important for them to understand the nature of relationships among the crucial dimensions that affect the behavioral outcomes of their customers. With regarding to the contradictory results in previous researches about the nature of links between relationship value, relationship quality dimensions, and behavioral intensions, the present study was undertaken to verify theses relations. In this study Data were gathered in a cross-sectional survey among purchasing managers in manufacturing companies which located in the list of top 100 firms in Iran (IMI100). The findings indicate that Relationship Value is a precursor to the dimensions of relationship quality and the intension to expand or leave a business relationship. In addition, Satisfaction and Trust lead to the intension to Expand business with a supplier, while Commitment has a negative association with the propensity to Leave a business relationship. Satisfaction also plays a mediation role between Trust/Commitment and the propensity to Expand business. Finally, the findings also reveal that the relationship value has a strong direct influence but a weak indirect influence on behavioral outcomes through the latent variables forming the relationship quality construct. The results of this study are consistent with this statement that “purchasing managers purchase for economic rather than emotional reasons”
  9. Keywords:
  10. Business to Business Model ; Relationship Value ; Relationship Quality ; Behavioral Outcomes

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