internal-consistency item-analysis was carried out for the 182-item Repression-Sensitizarion Scale. Responses to each question were correlated with Total R-S score for two samples consisting of 370 undergraduates each. A revised scoring key was made, consisting of 127 cross-validated items. Using a new sample, reliability coefficients of .74 (split-half) and .82 (testretest) were found. In subsequent investigations, R-S scores were found to be positively related to self-ideal discrepancy and negative self-description on Worchel's SAI. O n a measure of Hostility Incongruency, R-S scores were positively related to each of three types of incongruency. There were only minimal differences between the two scoring keys in the relationships found. The consistent finding that self-report measures are related to the R-S Scale was discussed and alternate hypotheses were advanced to account for these relationships.The behaviorial dimension of repression-sensitizacion is one which places individuals along a continuum with respect to cheir characteristic mode of response to chreatening stimuli. The repressive extreme involves avoidance defenses, such as denial, while the sensicizing extreme refers to approach defenses, such as intellectualization.Among many attempts co measure this dimension has been that of Altrocchi, Parsons, and Dickoff (1960) with the MMPI. In their repression-sensitization index, the total of the D plus Pt plus Welsh Anxiety scores was subtracted from the total of L plus K plus Hy denial scores. In order to overcome a number of measurement problems arising from this procedure, Byrne (1961) utilized a scoring system in which each of the items of these six scales is scored once, and in which inconsistently scored items are omitted. A questionnaire (labeled che "Health and Opinion Survey") was constructed using all 182 icems of the six original scales; 156 of these were scorable and 26 served as buffer items. One point is assigned for each item answered in the sensitization direction; thus, tocal scores could range from zero to 156. High scores indicace sensitization and low scores, repression. Subsequenr investigation of this Repression-Sensitization (R-S) Scale indicated a corrected split-half reliability of .88 and a test-retest (six wk.) reliability which was also .88 (Byrne, 1961). In a number of validational investigations, chis scale has been found to be related to Ullmann's 'The authors wish to express their appreciation to the following individuals for their assistance on this project:

Purpose -The purpose of this paper is to specify and test factors surrounding trusting relationships between buyers and suppliers in a global, business-to-business services context. In so doing, the paper aims to help to extend relationship marketing theories to this under-researched domain. Design/methodology/approach -A literature review and results of qualitative interviews in the paper provide a conceptual framework for the trust formation process and relational outcomes of trust. The research then tests a model of hypothesized relationships using structural equation modeling. Findings -The paper confirms the influence of trust building behaviors (social interaction, open communications, customer orientation) and service outcomes (technical, functional and economic quality) on trust formation. Trust is shown to have a positive influence on key relational outcomes, loyalty commitment and share of purchases.Research limitations/implications -The sample consists of buyers of aviation component repair services who may be susceptible to idiosyncratic industry pressures. Further, the sample of buyers in 42 countries includes a higher share of buyers from individualist countries. Practical implications -The study provides managerially relevant ("actionable") results that may help buyers execute customer retention strategies that lead to higher customer profitability. Originality/value -This study adds to the limited literature on building trust in B2B services in a global context. The paper seeks to provide a balanced account of the interpersonal and tangible aspects of trust formation.

If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information. About Emerald www.emeraldinsight.comEmerald is a global publisher linking research and practice to the benefit of society. The company manages a portfolio of more than 290 journals and over 2,350 books and book series volumes, as well as providing an extensive range of online products and additional customer resources and services.Emerald is both COUNTER 4 and TRANSFER compliant. The organization is a partner of the Committee on Publication Ethics (COPE) and also works with Portico and the LOCKSS initiative for digital archive preservation. AbstractPurpose -The purpose of this paper is to specify and test factors surrounding relationship strength between buyers and suppliers in a global, business-to-business (B2B) services context. In so doing, the paper helps extend relationship marketing theories to this under-researched domain. Design/methodology/approach -A literature review, along with results of field interviews and surveys, provide a conceptual framework for the relationship strength formation process in the context of multi-cultures. The research then tests a model of hypothesized relationships using structural equation modeling. Findings -The paper confirms the influence of perceived value, switching costs and relationship quality (satisfaction, trust and affective commitment) on relationship strength. As predicted, relationship quality mediates the influence that perceived value has on relationship strength. Switching costs further mediate the influence that relationship quality has on relationship strength which, in turn, influences substitution scarcity. No support, however, was offered for the proposed moderating influence that national culture (as measured by a buyer's country masculinity and individualism) has on quality/strength linkages and value/strength linkages.Research limitations/implications -The sample of buyers in 42 countries includes a higher share of buyers from individualist than collective countries. Consequently, a more balanced cultural sample may have supported the otherwise rejected proposition that culture has a moderating impact on relationship building. Practical implications -The study provides managerially relevant ("actionable") results which may help buyers execute customer retention strategies that lead to higher customer profitability. Originality/value -This study adds to the limited literature on building B2B service relationships in a global context. The paper seeks to provide a balanced account of the social and economic aspects of relationship strength formation.

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Purpose – The purpose of this paper is to explain the impact of relationship capital (trust and commitment) and the exchange climate (communication, conflict resolution and cooperation) on performance satisfaction in the context of buyer–supplier relationships. The study also examines the influence of national culture on the proposed relationships. Design/methodology/approach – A conceptual model and accompanying research hypotheses are tested on data from a survey of 169 US and 110 Brazilian buyers. Structural equation modeling (AMOS 18.0) is used to test the hypotheses. Findings – Results suggest that performance satisfaction is highly dependent on the level of relationship capital and climate of information exchange between buyer and supplier. Quality communication and conflict resolution have the greatest impact on performance satisfaction while trust’s influence is both direct and mediated by the exchange climate. Research limitations/implications – The study is limited to a two-country sample in a business-to-business (B2B) context. Also, this study examines only the impact of socio-psychological behaviors on performance outcomes; economic variables are not considered. Practical implications – Results provide insight into what behavioral attributes are most influential in increasing a buyer’s satisfaction with a supplier’s performance in distinct countries. Based on the findings, suppliers can better formulate strategies to enter overseas markets. Originality/value – This study extends the strategic alliance literature on performance-relevant behaviors to the context of buyer–supplier relationships. In addition, the study contributes to the extant literature by including a sample from an emerging market.

PurposeThe purpose of this paper is to assist industrial service providers in building relationships that maximize value to their customers. The study aims to add to relationship value research by examining its dimensions, antecedents, outcomes, and cross‐culture relevance.Design/methodology/approachUsing structural equation modeling, the study examines the influence that relationship value has on commitment and intentions, as well as the determinants of value encompassing the core offering, sourcing process and buyer operations. The sample covers 42 countries for cross‐cultural perspectives.FindingsBy understanding the factors creating relationship value, providers are more likely to build enduring relationships with their buyers. Findings confirm that commitment and intentions are influenced by relationship value, which, in turn, is impacted by benefits such as performance, efficiency, and reliability as well as comparative costs and switching costs.Research limitations/implicationsThe study is oriented more towards industrial services. Further research is encouraged that extends the study domain to consumer and professional services.Originality/valueThe research demonstrates the mediating influence that relationship value has on behavioral outcomes. Especially important to global service providers, this knowledge is then extended beyond the traditionally studied single‐country settings to a world perspective, while extending the field of relationship value into the largely ignored industrial services sector.

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