Purpose This study aims to verify whether a nomological framework of antecedents and postcedents to satisfaction is valid and reliable in both purchase and sales business relationships. Design/methodology/approach In this study snowball sampling was used to identify relevant purchase and sales...

Purpose – The purpose of this paper is to compare similarities and differences in perceived quality of business relationships in Norway and Sweden. Design/methodology/approach – The Norwegian and Swedish sampling frames consisted of 600 small‐ and medium‐sized firms in each country. A...

Purpose – The purpose of this paper is to test a measurement model of a META‐RELQUAL construct. Design/methodology/approach – This study is based upon a survey and random sample of small‐ and medium‐sized companies in Norway. Respondents were contacted by phone and a total of 581...

Purpose – The purpose of this paper is to develop a RELQUAL‐construct and to test its impact on satisfaction in Norwegian business relationships. Design/methodology/approach – This study is based upon a survey and random sample of small and medium ‐ sized companies in Norway. Initially,...

Purpose – This study includes relationship marketing concepts (i.e. trust, commitment, and satisfaction) as precursors to transaction cost theory outcomes (i.e. specific investments, opportunism, and formalization) which are rarely, if ever, included together. Trust and commitment lead to...

Purpose – This study seeks to examine the key role of opportunism in business relationships relative to environment uncertainty (i.e. competitive intensity and market turbulence), bonding structure (i.e. specific assets and dependence), and relationship quality (i.e. trust and commitment)....

Argues that the unidirectional measurement and evaluation of the trust in a specific business relationship is not enough to understand the trust between two actors in a dyadic business relationship. Furthermore, mutual trust may not always be sufficient to understand the trust in a specific...

Purpose – The objective of this research is to describe and develop a conceptual framework that differs between the constructs of mutual and interactive trust in business dyads. Design/methodology/approach – This study is based upon the empirical findings of a survey between a vehicle...

Purpose – The objective of this research is to describe and apply a method with which to measure and evaluate mutual trust in dyadic business relationships with both one‐to‐one and multiple informants, as well as symmetric and asymmetric interactions. Design/methodology/approach –...