Expectations of working relationships in international buyer–seller relationships: Development of a relationship continuum scale
Jones, David L.
Mccleary, Ken W.
MetadataShow full item record
This study is an attempt to develop a scale to measure expectations of buyer-seller working relationships on a cross-cultural basis in the hospitality industry. The focus is on North American and Asian hotel salespeople. The scale development drew from previous research in guanxi relationships, purchasing, and selling strategies. While the results did not support a reliable unidimensional scale that could distinguish between transactional and collaborative working relationships, the methodology did create a framework for further scale development.
Showing items related by title, author, creator and subject.
Long-Term Relationship between Footwear Manufacturer and Consumers: Relationship Spiral Model of Encounter for Services and Goods through Internet Shopping Endo, Seiji (Virginia Tech, 2000-04-21)In the present market place situation, a consumer's main contact with manufacturing (i.e., the production process) is through retailers or other middlemen, such as mail order catalog companies. Consumers rarely complain, ...
An Exploratory Study of the Relationship between Various Aspects of the Premarital Sexual Relationship and Marital Satisfaction, Sexual Satisfaction in Marriage, and Marital Fidelity Baker, Tina M.Research has found absence of premarital sexual experience positively correlated with marital adjustment (Davis , 1929; Terman, 1938; Reevy, 1959; Shope and Broderick, 1967). Others raised doubt of this conclusion (Locke, ...
Making Romantic Relationships Tick: Objective and Subjective Time Use and Relationship Quality Among Business Owners Swenson, Andrea Valeria Roets (Virginia Tech, 2016-05-03)This study assesses the contextual aspect of working in a family business on intimate relationships. Guided by principles of ecological theory, this study explores the unique situation of individuals who work with an ...