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Relational quality: further evidence of a single higher order construct in an industrial market

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Open access
Authors
Batt, Peter
Date
2001
Type
Conference Paper

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Citation
Batt, Peter. 2001. Relational quality: further evidence of a single higher order construct in an industrial market, in Hakansson, H. and Solberg, C.A. and Huemer, L. and Steigum, L. (ed), Interactions, relationships and networks: Strategic dimensions, Proceedings of the 17th Annual IMP Conference, Sep 1 2001, pp. 1-20. Oslo, Norway: Norwegian Institute of Management.
Source Title
Interactions, relationships and networks: Strategic dimensions
Source Conference
17th Annual Meeting of the IMP Group
School
Department of Agribusiness
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Abstract

While there is some evidence for a single, higher order construct which captures satisfaction and trust, evidence of its existence in industrial markets remains scant and inconclusive. However, in the context of small, family owned businesses, where consumer behaviour and industrial purchasing behaviour overlap, a single construct may be a better predictor of a market intermediary's relational building activities. Two rival models are compared which, given the high degree of correlation between satisfaction and trust, support the existence of a single satisfaction/trust construct.