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PurposeThis study seeks to examine the key role of opportunism in business relationships relative to environment uncertainty (i.e. competitive intensity and market turbulence), bonding structure (i.e. specific assets and dependence), and relationship quality (i.e. trust and commitment).Design/methodology/approachInitially, informants were contacted by phone and a total of 581 surveys were mailed to small‐ and medium‐sized manufacturers asking them to answer questions about their suppliers. In total, 212 surveys were returned generating a response rate of 36.5 percent. To test the measurement properties and hypothesized relationships between the constructs in focus, confirmatory factor analysis and structural equation modelling were used.FindingsThe results supported all six hypotheses. The principal findings are competitive intensity leads to market turbulence and market turbulence, in turn, is positively associated with opportunism; specific assets leads to dependence and dependence is, in turn, positively associated with opportunism; and supplier opportunism is negatively associated with both trust and commitment.Research limitations/implicationsThe research model tests a sample of business relationships between small‐ and medium‐sized manufacturers and their suppliers in Norway. Findings may not be generalized to larger companies in other countries.Practical implicationsThe results are of interest to manufacturing executives since they provide a framework of contextual variables and relational characteristics that need to be considered in corporate efforts to control supplier opportunism.Originality/valueThis study is unique in testing key constructs of two important theories of business marketing – transaction cost analysis and social exchange theory (i.e. relationship quality) rarely, if ever, used in the same empirical study.

is an associate professor at Oslo School of Management, Norway. He holds a Dr Oecon (PhD) at Norwegian School of Management BI. He has a background as an entrepreneur and from management and board positions within telecommunication industry. His research agenda consists of various subjects within inter-fi rm relationships, such as: governance of foreign collaborative partners, co-ordination and cooperation, relationship management, relationship quality and relationship climate. Anders Billstr ö mis a doctoral student at Halmstad University, Sweden. His research interest include business-to-business relationships. ABSTRACT This article develops a conceptual foundation for Conscientious Corporate Brands (CCBs) by exploring the role that (i) environmental and (ii) climate change issues, and that (iii) internal and (iv) external corporate codes of ethics play as dimensions of CCBs. The article ' s aim is to extend previous research in ethical branding by proposing an empirically grounded conceptual foundation of ' the conscientious dimension ' of a corporate brand. The empirical context is based onNordic business-to-business relationships.

PurposeThis study includes relationship marketing concepts (i.e. trust, commitment, and satisfaction) as precursors to transaction cost theory outcomes (i.e. specific investments, opportunism, and formalization) which are rarely, if ever, included together. Trust and commitment lead to satisfaction and satisfaction in turn leads transaction cost outcomes. The paper aims to address these issues.Design/methodology/approachThe random sample is 600 small‐ to medium‐sized Norwegian manufacturers. Confirmatory factor analysis and structural equation modelling was used to examine the responses from 212 key informants.FindingsThe strongest positive associations are from the relationship marketing portion of the model including trust satisfaction and commitment satisfaction. The highest negative association in the model is satisfaction opportunism. Contrary to predictions, satisfaction did not have a significant association with either specific investments or formalization.Research limitations/implicationsBoth relationship marketing and transaction cost theory concepts are examined because it is likely that business success may be motivated by both theories. Limitations of the study are that it only includes small‐ and medium‐sized companies in Norway. Second, it does not cover all business‐to‐business relationships (i.e. only manufacturer‐supplier relationships are included). Finally, additional concepts should be included (i.e. dependence, cooperation, and control).Practical implicationsThe results suggest that managers should work developing high levels of satisfaction in business relationships to dampen the likelihood that business partners will be opportunistic. In this regard, working on a relationship serves as a safeguard against possible future risks (e.g. opportunism).Originality/valueThis study is a seed for future research about the causes and outcomes of satisfaction in business relationships.

Purpose -The purpose of this paper is to test a measurement model of a META-RELQUAL construct. Design/methodology/approach -This study is based upon a survey and random sample of smalland medium-sized companies in Norway. Respondents were contacted by phone and a total of 581 surveys were mailed. In total, 212 surveys were returned generating a response rate of 36.5 percent. Findings -The goodness-of-fit measures of the tested measurement model of the META-RELQUAL construct were all found to be within the recommended guidelines. The recommended guidelines for convergent, discriminant and nomological validity, as well as construct reliability, were all met. It is concluded that the measurement properties of the META-RELQUAL construct applied in Norwegian manufacturer-supplier relationships indicate acceptable validity and reliability.Research limitations/implications -The tested META-RELQUAL construct appears to be accurate for those Norwegian business relationships studied, but only further testing in other companies will verify its universal application if it is to be seen as a valid and reliable measurement for other companies' business relationships too. Suggestions for further research are provided. Practical implications -This study is of managerial interest to executives since it provides a framework of constructs to be considered in corporate efforts in maintaining satisfactory levels of relationship quality in business relationships. Originality/value -The META-RELQUAL construct makes a contribution to theory since it outlines a higher order construct and measurement instrument for the benefit of other researchers and practitioners in the field.

Background: is an Assistant Professor of Marketing at the Odette School of Business at the University of Windsor, with research interests in the area of business to business marketing and marketing education. He had worked in the sales and marketing area, for corporations such as 3M Health Care. He has since completed a Ph.D. and is active in research involving simulation and gaming and customer-supplier relationship marketing

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 review and synthesize empirical literature concerning the role of control mechanisms in export relationships, and to develop a model for controls as determinants of export performance. Design/methodology/approach -To identify relevant papers, a variety of keywords is used in a computerized, bibliographic search, accompanied by manual checking of references in previous research. A combination of content analysis and integrative assessment is adopted to synthesize the findings and develop the framework. Findings -To a great extent, the results provide support to the argument that the influence of control mechanisms on export performance is contingent upon firm strategy and characteristics, the governance structure and relationship atmosphere established in the exchange relationships, and foreign market characteristics.Research limitations/implications -The analysis points to a lack of consensus concerning how to define controls. Subsequently, the review and analysis rest on the definition of control mechanisms and export performance. The descriptions, synthesis, and proposed framework indicate a connection between implemented controls, internal, external, and relational dimensions, and consequently to the need of adjusting the control mechanisms to the environment. Hence, the analysis, synthesis, and proposed framework, give advice to managers involved in exporting, as well as providing guidance for future research. Originality/value -This study is the first to analyze and integrate empirical literature concerning controls as determinants of export performance. As such, the study may inspire further research.

Purpose -The purpose of this paper is to describe how a corporation with sustainability as its mission implements sustainability strategy and programmes to promote social responsible management. Special attention is paid to how internal and external value systems interact and influence the conception and implementation of sustainability. Design/methodology/approach -As an educational charity and social enterprise, the Eden Project is examined, using a qualitative case study approach. Extant literature complements the discussion of how internal and external driving forces interact and influence sustainable management and practice. Method triangulation is adopted to increase the internal validity, comprising in-depth interviews with key management informants, one major supplier, representatives of the staff, observation on site and a member check for the correctness of descriptions and the systematisation of the data. Findings -The sustainability strategy of the Eden Project is divided in three interconnected strategies; operational practice, educational programmes and outreach initiatives that target young people, disengaged and unemployed people, and deprived communities around the world. The study points to possible interrelationships between different internal and external value systems, and how internal and external driving forces may influence the way corporations conceive and implement sustainability.Research limitations/implications -The business sustainability model at the Eden Project provides opportunities for the development of sustainability management, and suggestions for future research are presented. Practical implications -The study illustrates how the carbon footprint on Earth can be reduced, and how social responsibility can be advanced. Originality/value -This study is the first to examine a corporation that deploys resources to increase financial performance in order to support the main objectives concerning promoting sustainability management. Thus, the examination may provide new ideas to practitioners and researchers related to the advancement of social responsibility.