Determinants of relationship quality: An artificial neural network analysis

Bejou, David; Wray, Barry; Ingram, Thomas N.

doi:10.1016/0148-2963(95)00100-x

Cited by 245 publications

(184 citation statements)

References 20 publications

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“…Within this paradigm, the topic of relationship quality has stimulated a profuse production of scientific publications. Although previous literature has measured relationship quality between service firms and their customers (e.g., Roberts, Varki and Brodie, 2003), manufacturers/suppliers and distributors/resellers (e.g., Dorsch, Swanson, and Kelley, 1998;Kumar, Scheer and Steenkamp, 1995) and between salespeople and customers (e.g., Bejou, Wray, and Ingram, 1996), there is no tested scale by which exporting firms can measure the quality of their relationship with importing firms. Indeed, as Samiee and Walters (2003: 194) state, in an international business context, "the rate of conceptual development of new frameworks has tended to go faster than empirical testing and, not surprisingly, hard data on many aspects of relationship marketing is still lacking".…”

Section: Introductionmentioning

confidence: 99%

The Relqual Scale: A Measure of Relationship Quality in Export Market Ventures

Lages

2004

SSRN Journal

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In this article the authors develop a new measurement scale (the RELQUAL scale) to assess the degree of relationship quality between the exporting firm and the importer. Relationship quality is presented as a high order concept. Findings reveal that a better quality of the relationship results in a greater 1) amount of information sharing, 2) communication quality, 3) long-term orientation, as well as 4) satisfaction with the relationship. The four multi-item scales show strong evidence of reliability as well as convergent, discriminant and nomological validity in a sample of British exporters. Findings also reveal that relationship quality is positively and significantly associated with export performance. Suggestions for applying the measure in future research are presented.

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Section: Introductionmentioning

confidence: 99%

The Relqual Scale: A Measure of Relationship Quality in Export Market Ventures

Lages

2004

SSRN Journal

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“…Closeness also corresponds well with the notion of guanxi differentiation discussed earlier. Although the social network researchers usually measure the strength of social ties by the frequency of interactions, or stability (duration) (for a summary, see Brass, 1995), and the social psychologists usually include trust, satisfaction with, and commitment to, a relationship to measure the quality of a relationship (e.g., Bejou, Wray and Ingram, 1996;Berscheid, Snyder and Omoto, 1989b;Crosby, Evans and Cowles, 1990;Smith, 1998a), we approach this psychological construct with a simpler and more straightforward measure. Due to the ego-centered nature of the Chinese guanxi network (Fei, 1992), we suggest that guanxi quality be assessed by the distance between where the guanxi partner located in the psychological guanxi net space and the center in which the self is located.…”

Section: An Integrated Conception Of Guanximentioning

confidence: 99%

On the Intricacies of the Chinese Guanxi: A Process Model of Guanxi Development

Chen

2004

Asia Pacific Journal of Management

837

759

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Abstract. Guanxi (personal connection) has been identified as a necessary condition to do business successfully in China. In this paper, we seek a clear conceptual understanding of this prevalent construct and propose a three-stage model of guanxi development so as to stimulate systematic research in this area. Our conceptual and theoretical discussion of guanxi bases, guanxi objectives, and the operating principles at different stages of guanxi development will also help practitioners to use guanxi more effectively. Keywords: Chinese guanxi developmentRecent years have witnessed the familiarity and acceptance by Western management scholars and practitioners of the Chinese term guanxi as it appears frequently in English popular and academic writings without further literal translations. Indeed, while it has long been theorized and studied by scholars of Chinese origin who were dedicated to indigenous Chinese social sciences (see Yang, 2001a and 2001b for a review in Chinese), guanxi has recently gained its status as a legitimate socio-cultural construct in Western mainstream literatures of cultural anthropology, sociology, social psychology, political science, and business and management (Farh et al., 1998;Hwang, 1987;Jacobs, 1982;King, 1991;Nee, 1992;Tsui and Farh, 1997;Tsang, 1998;Xin and Pearce, 1996;Yang, 1994).The concept of guanxi is enormously rich, complex, and dynamic (Yang, 2001a(Yang, , 2001bYang, 1994). In English as well as in Chinese, guanxi conjures up different meanings and images, a brief review of which will appear later. The growing acceptance and popularity of guanxi in the West made it all the more important to understand the construct in its conceptual specificity and entirety. In this paper, we seek a clear conceptual understanding of this prevalent social and cultural phenomenon in China and propose a process model of guanxi initiation, guanxi building and guanxi use so as to stimulate systematic research in this area. In the sections that follow, we will (1) provide an overview of different perspectives on guanxi, (2) propose a process model of guanxi development, and (3) discuss the implications of this model on research and practice. Our conceptual and theoretical discussion of guanxi will also help practitioners to use guanxi more effectively.

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“…In the last few years many researchers working in the marketing ®eld have found neural networks (NNs) useful in analysing and forecasting customer behaviour, and in market segmentation (see eg Poopalasingam and Nellis, 1996;Mazanec, 1993;Dasqupta et al, 1994;Davies et al, 1996;Bejou et al, 1996). NNs have been found to offer various advantages over more traditional statistical methods such as regression.…”

Section: The Research Model Neural Networkmentioning

confidence: 99%

Critical factors in consumer supermarket shopping behaviour: a neural network approach

Moutinho

Davies

Goode

et al. 2001

J of Consumer Behaviour

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This paper studies UK supermarket shopping behaviour, by analysing the antecedent variables of three critical factors: overall levels of customer satisfaction, number of trips to the supermarket, and amount spent. A neural network approach predicts these factors using ten input variables and three hidden nodes. Results show that the most satisfied and high‐spending customers tend to be those who have the income to take full advantage of the choice and quality offered. Other customers are more concerned with prices being reasonable and discounts available, but the satisfaction of these shoppers is also linked with store atmosphere. Copyright © 2001 Henry Stewart Publications.

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Determinants of relationship quality: An artificial neural network analysis

Cited by 245 publications

References 20 publications

The Relqual Scale: A Measure of Relationship Quality in Export Market Ventures

The Relqual Scale: A Measure of Relationship Quality in Export Market Ventures

On the Intricacies of the Chinese Guanxi: A Process Model of Guanxi Development

Critical factors in consumer supermarket shopping behaviour: a neural network approach

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