TY - JOUR
T1 - The RELQUAL scale
T2 - a measure of relationship quality in export market ventures
AU - Lages, Carmen
AU - Lages, Cristiana Raquel
AU - Lages, Luis Filipe
N1 - Funding Information:
This research was funded by a research grant from the 6th European Framework Program, Specific Support Action-CoCombine. Carmen Lages is grateful to “UNIDE/ISCTE,” Cristiana Lages to “Fundação para a Ciência e a Tecnologia” and Luis Filipe Lages to “Nova Égide.” The authors also thank the support of UMIST (UK) for data collection, and the constructive comments of JBR reviewers. Names are in alphabetical order reflecting authors' equal contributions to the article.
Copyright:
Copyright 2005 Elsevier B.V., All rights reserved.
PY - 2005/8
Y1 - 2005/8
N2 - In this article, the authors develop a new measurement scale (the RELQUAL scale) to assess the degree of relationship quality between the exporting firm and the importer. Relationship quality is presented as a high-order concept. Findings reveal that a better quality of the relationship results in a greater (1) amount of information sharing, (2) communication quality, (3) long-term orientation, as well as (4) satisfaction with the relationship. The four multi-item scales show strong evidence of reliability as well as convergent, discriminant and nomological validity in a sample of British exporters. Findings also reveal that relationship quality is positively and significantly associated with export performance. Suggestions for applying the measure in future research are presented.
AB - In this article, the authors develop a new measurement scale (the RELQUAL scale) to assess the degree of relationship quality between the exporting firm and the importer. Relationship quality is presented as a high-order concept. Findings reveal that a better quality of the relationship results in a greater (1) amount of information sharing, (2) communication quality, (3) long-term orientation, as well as (4) satisfaction with the relationship. The four multi-item scales show strong evidence of reliability as well as convergent, discriminant and nomological validity in a sample of British exporters. Findings also reveal that relationship quality is positively and significantly associated with export performance. Suggestions for applying the measure in future research are presented.
KW - Export marketing
KW - Export performance
KW - Relationship marketing
KW - Relationship quality
UR - https://www.scopus.com/pages/publications/12344327561
U2 - 10.1016/j.jbusres.2004.03.001
DO - 10.1016/j.jbusres.2004.03.001
M3 - Article
AN - SCOPUS:12344327561
SN - 0148-2963
VL - 58
SP - 1040
EP - 1048
JO - Journal of Business Research
JF - Journal of Business Research
IS - 8
ER -