Refining value-based differentiation in business relationships: A study of the higher order relationship building blocks that influence behavioural intentions

Wellington, William J.; Hutchinson, David; Saad, Mohammed; Cox, Phillip

Abstract

Research on the behavioural intentions (BI) of business-to-business customers has focused on the influence and the interactions among constructs driving BI, giving rise to two perspectives for the structural equation modeling of constructs influencing BI. In the first perspective, BI is impacted directly by relationship quality (RQ) and its antecedents such as relationship benefits (RB) and relationship sacrifices (RS). The second perspective suggests that antecedent dimensions of RB and RS may act indirectly through the construct of relationship value (RV), which drives RQ but also directly influences BI. The current study was undertaken to resolve the differences between these two perspectives. The findings indicate that RQ has a strong direct influence on BI while RV has a weak direct influence but a significant indirect influence on BI through the RQ construct. In addition, the constructs of RB and RS influence RQ directly, as well as through the RV construct. © 2010 Elsevier Inc.

Citation

Wellington, W. J., Hutchinson, D., Saad, M., & Cox, P. (2011). Refining value-based differentiation in business relationships: A study of the higher order relationship building blocks that influence behavioural intentions. Industrial Marketing Management, 40(3), 465-478. https://doi.org/10.1016/j.indmarman.2010.08.010

• Journal Article Type: Article
• Publication Date: Apr 1, 2011
• Journal: Industrial Marketing Management
• Print ISSN: 0019-8501
• Publisher: Elsevier
• Peer Reviewed: Peer Reviewed
• Volume: 40
• Issue: 3
• Pages: 465-478
• DOI: https://doi.org/10.1016/j.indmarman.2010.08.010
• Keywords: business relationships, buyer-supplier relationships, behavioural intentions, business to business customers
• Public URL: https://uwe-repository.worktribe.com/output/980192
• Publisher URL: http://dx.doi.org/10.1016/j.indmarman.2010.08.010