The RELQUAL scale: a measure of relationship quality in export market ventures

Abstract

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.

The role of functional conflict in international buyer–seller relationships: Implications for industrial exporters

“…Although relationship-specific assets imply expenditure for the exporting firm, the findings suggest that these are investments that tie the exchange partners together and enhance relationship quality (Lages, Lages, & Lages, 2005). Industrial exporting firms, therefore, should demonstrate their transaction-specific assets in an attempt to facilitate constructive conflict and broaden the relationship's time horizon.…”

A conceptualisation of relationship quality in construction procurement

“…Based on popular literature and mainstream research of marketing and business, Roberts et al (2003) advocated an attributional definition, and propose that conceptual meanings of constructs are anchored by the properties and/or attributes they possess. Consequently it is widely believed that RQ is attributed as a high order construct made of several distinct though related dimensions or attributes, which can deliver an evaluation tool for working relationship status (Ashnai et al, 2009;Bahar et al, 2009;Jelodar et al, 2015b;Lages et al, 2005). Attributes such as ethical behaviour, satisfaction, commitment, opportunism, and trust have been considered as RQ attributes or dimensions (Roberts et al, 2003).…”

Repurchase intention in B2C e-commerce—A relationship quality perspective

“…Sanchez-Franco et al [22] investigated relationship quality between customers and service providers and found that it positively influenced loyalty towards the service provider. Lages et al [16] developed a scale (RELQUAL) to measure relationship quality in the export market. Similarly, Rauyruen and Miller [21] studied relationship quality in the B2B context and found that it positively influenced business customer loyalty.…”