Proceedings of the 1st International Conference on Mechanical Engineering and Material Science (MEMS 2012)

An Exploratory Examination of Relationship Value in Inter-enterprise Cooperation

Authors
Wang Lan, Liu Gang
Corresponding Author
Wang Lan
Available Online December 2012.
DOI
https://doi.org/10.2991/mems.2012.110How to use a DOI?
Keywords
fairness; relationship quality ; relationship value
Abstract
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.
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Volume Title
Proceedings of the 1st International Conference on Mechanical Engineering and Material Science (MEMS 2012)
Series
Advances in Intelligent Systems Research
Publication Date
December 2012
ISBN
978-90-78677-59-8
ISSN
1951-6851
DOI
https://doi.org/10.2991/mems.2012.110How to use a DOI?
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  -