An Exploratory Examination of Relationship Value in Inter-enterprise Cooperation
Wang Lan, Liu Gang
Available Online December 2012.
- https://doi.org/10.2991/mems.2012.110How to use a DOI?
- fairness; relationship quality ; relationship value
- On the basis of fairness theory, relationship marketing theory and social exchange theory, this manuscript develops a conceptual model to confirm three perceived fairness ( distributive fairness, procedural fairness and interactional fairness), as well as three kinds of relationship quality ( satisfaction, trust and commitment) which can help to study the relationship value of corporate cooperation. Questionnaires of 198 B2B companies from the automotive industry indicate that procedural fairness and interactional fairness affect the relationship value through satisfaction, while distributive fairness affects the relationship value not through satisfaction. The results also indicate that satisfaction has a significant positive effect on trust, and trust has a significant positive effect on commitment. What`s more, satisfaction, trust and commitment all show a significant positive effect on relationship value.
- Open Access
- This is an open access article distributed under the CC BY-NC license.
Cite this article
TY - CONF AU - Wang Lan AU - Liu Gang PY - 2012/12 DA - 2012/12 TI - An Exploratory Examination of Relationship Value in Inter-enterprise Cooperation BT - Proceedings of the 1st International Conference on Mechanical Engineering and Material Science (MEMS 2012) PB - Atlantis Press SP - 419 EP - 422 SN - 1951-6851 UR - https://doi.org/10.2991/mems.2012.110 DO - https://doi.org/10.2991/mems.2012.110 ID - Lan2012/12 ER -