| Field |
Value |
Language |
|
dc.contributor.author |
Bignoux, S |
|
|
dc.contributor.author |
Gray, D |
|
|
dc.contributor.author |
Booth, AT |
|
|
dc.date.accessioned |
2024-02-28T06:36:01Z |
|
|
dc.date.available |
2024-02-28T06:36:01Z |
|
|
dc.date.issued |
2023-01-01 |
|
|
dc.identifier.citation |
Asia Pacific Journal of Marketing and Logistics, 2023, 35, (8), pp. 2066-2092 |
|
|
dc.identifier.issn |
1355-5855 |
|
|
dc.identifier.issn |
1758-4248 |
|
|
dc.identifier.uri |
http://hdl.handle.net/10453/175930
|
|
|
dc.description.abstract |
<jats:sec><jats:title content-type="abstract-subheading">Purpose</jats:title><jats:p>Psychotherapy is often used to treat dysfunctional inter-personal relationships, but it is rarely used to treat dysfunctional B2B relationships. Yet many of the variables found in inter-personal relationships are also found in B2B relationships and both types of relationships have similar fail rates. The authors take a multi-disciplinary approach by adapting an instrument from marriage therapy into a new measure called the Business Relationship Health Index (BRHI). In the process we re-evaluate the drivers of B2B relationships.</jats:p></jats:sec><jats:sec><jats:title content-type="abstract-subheading">Design/methodology/approach</jats:title><jats:p>The authors apply the Global Assessment of Relational Functioning (GARF) psychiatric system to B2B relationships. The GARF instrument incorporates three components: interaction/problem solving, organization/structure and emotional climate. Using US panel data of 500 B2B relationships based in the USA, the authors use partial least squares analysis and develop a structural equation model to test the validity and reliability of the BRHI with some well-known relationship measures including, satisfaction, trust, commitment and performance.</jats:p></jats:sec><jats:sec><jats:title content-type="abstract-subheading">Findings</jats:title><jats:p>The findings support a strong link between the BRHI (emotion, interaction and organization) and relationship performance. The proposed measure shows a strong link between BRHI and relationship performance (<jats:italic>R</jats:italic><jats:sup>2</jats:sup> = 0.54).</jats:p></jats:sec><jats:sec><jats:title content-type="abstract-subheading">Originality/value</jats:title><jats:p>The GARF instrument has never been applied to a B2B context. BRHI is a holistic instrument used for assessing the specific relational characteristics of B2B relationships. The BRHI can benefit relationship stakeholders when used as a diagnostic tool to prioritize B2B investment strategies. Managers can use BRHI to determine the extent to which the relationship is healthy or needs repair, re-evaluation, re-commitment, or repositioning.</jats:p></jats:sec> |
|
|
dc.language |
en |
|
|
dc.publisher |
Emerald |
|
|
dc.relation.ispartof |
Asia Pacific Journal of Marketing and Logistics |
|
|
dc.relation.isbasedon |
10.1108/apjml-01-2022-0077 |
|
|
dc.rights |
info:eu-repo/semantics/closedAccess |
|
|
dc.subject |
1505 Marketing, 1506 Tourism, 1507 Transportation and Freight Services |
|
|
dc.subject.classification |
3506 Marketing |
|
|
dc.subject.classification |
3507 Strategy, management and organisational behaviour |
|
|
dc.subject.classification |
3508 Tourism |
|
|
dc.title |
Developing an alternative approach to the measurement of B2B relationship health |
|
|
dc.type |
Journal Article |
|
|
utslib.citation.volume |
35 |
|
|
utslib.for |
1505 Marketing |
|
|
utslib.for |
1506 Tourism |
|
|
utslib.for |
1507 Transportation and Freight Services |
|
|
pubs.organisational-group |
University of Technology Sydney |
|
|
pubs.organisational-group |
University of Technology Sydney/Faculty of Business |
|
|
pubs.organisational-group |
University of Technology Sydney/Faculty of Business/Marketing Discipline |
|
|
utslib.copyright.status |
closed_access |
* |
|
pubs.consider-herdc |
true |
|
|
dc.date.updated |
2024-02-28T06:35:54Z |
|
|
pubs.issue |
8 |
|
|
pubs.publication-status |
Published online |
|
|
pubs.volume |
35 |
|
|
utslib.citation.issue |
8 |
|
