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A Validation of Inputs and Outputs of Satisfaction in Business-to-Business Relationships through a Nordic Comparison
Marketing Department, Centre for Relationship Marketing and Service Management, Hanken School of Economics, Helsinki, Finland.
Oslo School of Management, Oslo, Norway.
Oslo School of Management, Oslo, Norway.
Halmstad University, School of Business and Engineering (SET), Centre for Innovation, Entrepreneurship and Learning Research (CIEL).
2013 (English)In: International Journal of procurement management, ISSN 1753-8432, E-ISSN 1753-8440, Vol. 6, no 4, 424-443 p.Article in journal (Refereed) Published
Abstract [en]

The purpose of this study was to make an international comparison of business-to-business relationships in Finland, Norway, and Sweden. The focus is on testing: a) the validity and reliability of whether trust and commitment have a positive association with satisfaction; b) whether satisfaction has a positive association with the outputs of specific investments, opportunism, and formalisation. This international study consisted of 1,500 companies. The Finnish, Norwegian, and Swedish sampling frame each consisted of the 500 largest companies, based upon revenue, across multiple industries. The response rate was 38%. Based on the tested model, it was validated that: a) the most solid positive relation is between trust and satisfaction; b) the most solid negative relation is between satisfaction and opportunism. The study indicates that companies should focus on and strive toward solid satisfaction in business relationships to reduce the risk of business partners becoming opportunistic. The study validates previous research comparing cross-country inputs and outputs of satisfaction in business relationships. Copyright © 2013 Inderscience Enterprises Ltd.

Place, publisher, year, edition, pages
Olney: InderScience Publishers, 2013. Vol. 6, no 4, 424-443 p.
Keyword [en]
Commitment, Formalisation opportunism, Satisfaction, Specific investments, Trust
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hh:diva-26762DOI: 10.1504/IJPM.2013.054752Scopus ID: 2-s2.0-84879559653OAI: oai:DiVA.org:hh-26762DiVA: diva2:755671
Available from: 2014-10-15 Created: 2014-10-15 Last updated: 2014-10-20Bibliographically approved

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Svensson, GöranBillström, Anders
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CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf