Antecedents and outcome relationship value - Evidence from Vietnam

Industrial Marketing and Purchasing Group
Publication Type:
Conference Proceeding
IMP Group Website Papers: Proceedings of the 2008 IMP Group Conference, 2008, pp. 1 - 7
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This study explores key antecedents and an outcome of relationship value between manufacturers and distributors in the tile industry in a transition market - Vietnam. Using a sample of 317 distributors in the South of Vietnam, we found that relationship value is a key factor that drives the performance of distributors. In addition, product quality, information services, and delivery performance are key factors that nurture the value of relationships between manufacturers and distributors. These findings confirm the role of relationship value in transition economies.
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