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.

Developing emotion abilities and regulation strategies in a sport organization: An action research intervention

“…Total relationship quality scores range from 14-70. Satisfactory internal reliabilities for each subscale have been reported (Lages et al, 2005) for information sharing (α = .75), communication quality (α = .86), long-term relationship orientation (α = .81), and relationship satisfaction (α = .83).…”

“…The RELQUAL (Lages, Lages, & Lages, 2005) was used to measure operators" perception of the relationship they perceived to be most important for the effective functioning of their role. It employs a 5-point Likert scale from 1 (almost never) to 5 (almost always) to assess 14 items which reflect four dimensions of relationship quality.…”

Do supplier perceptions of buyer fairness lead to supplier sales growth?

“…Although relationship quality has been the focus of many studies, no consensus exists on the operationalization of the construct. Nonetheless, most studies consider relationship quality as a construct that reflects issues around trust (Morgan & Hunt, 1994), commitment (Dorsch et al, 1998;Kumar et al, 1995b;Morgan & Hunt, 1994), satisfaction (Garbarino & Johnson, 1999;Smith, 1998), conflict resolution (Jap et al, 1999;Kumar et al, 1995b), and long-term orientation (Lages et al, 2005;Ural, 2009). For a more comprehensive overview of the relationship quality construct see Athanasopoulou (2009).…”

The Effects of the Degree of Internationalization on Export Performance: A Research on Exporters in Turkey

“…Export performance was calculated as shown below with a 2 item 5-point Likert scale (1 = very low, 2 = low, 3 = moderate, 4 = high, 5 = very high) utilizing the related literature (Lages and Lages, 2004;Lages et al, 2005;Diamantopoulos and Siguaw, 2006): -Export sales volume -Export profitability These two dimensions, which are perhaps the two most significant performance measurement variables for many international companies, are addressed as dimensions that demonstrate the objective performance of companies in the internationalization process. Findings and measurements obtained in the present study are discussed below.…”