 Value proposition in the buyer-seller relationship quality: a mixed method approachSayyed Mohammad Javad Rejali, Ali Sanayei and Majid Mohammad Shafiee International Journal of Procurement Management, 2023, vol. 18, issue 3, 357-386 Abstract: This paper seeks to conceptually propose a new model of buyer-seller relationship quality (RQ) and then to empirically test the model. Considering several variables in the field of business relationships, this research gives emphasis to mediating and moderating variables. Using a mixed method approach, qualitative research is used to develop our understanding of the buyer-seller RQ and to achieve a new conceptual model. Then the partial least squares (PLS) method is used to quantitatively test the conceptual model. The results indicate that two categories of variables affect the buyer-seller RQ, which we termed inter-organisational and inter-personal variables. Also, RQ and customer perceived value (CPV) serve as mediating variables in the buyer-seller RQ model to influence attitudinal and behavioural loyalty. Additionally, market turbulence and seller openness has been found to play the role of moderating variables. Keywords: buyer-seller relationship; customer perceived value; CPV; industrial marketing; market turbulence; mixed method; relationship quality; RQ. (search for similar items in EconPapers) Downloads: (external link) Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:ids:ijpman:v:18:y:2023:i:3:p:357-386 Access Statistics for this article More articles in International Journal of Procurement Management from Inderscience Enterprises Ltd |
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