Research Article
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DOES THE EFFECT OF RELATIONSHIP QUALITY ON CUSTOMER-PERCEIVED VALUE VARY DEPENDING ON COMPANY SIZE?

Year 2010, Volume: 28 Issue: 2, 175 - 194, 31.12.1899

Öznur Özkan Tektaş , Bahtışen Kavak

Abstract

Bu çalışmada, alıcı ve tedarikçi firmalar arasındaki
ilişki kalitesinin, müşterinin algıladığı değer üzerindeki etkisinin firma
büyüklüğüne bağlı olarak değişiklik gösterip göstermediği incelenmektedir.
Çalışmada kullanılan veri, toplam 373 küçük, orta ve büyük işletmeden anket
yöntemi ile toplanmıştır. Uygulanan bir dizi regresyon analizi sonuçları,
ilişki kalitesi boyutlarının (güven, bağlılık, tatmin, bilgi paylaşımı ve
iletişim), değer yaratma üzerindeki etkilerinin firma büyüklüklerine göre
farklılaştığını ortaya koymaktadır. Sonuçlara göre, küçük ölçekli firmalarda
yalnızca bağlılık boyutu müşterinin algıladığı değer üzerinde anlamlı bir
etkiye sahiptir. Orta ölçekli firmalarda, küçük firmalardan farklı olarak,
güven ve tatmin de değer yaratan ilişki kalitesi boyutları olarak tespit
edilmiştir. Etkili iletişim sadece büyük ölçekli firmalar için anlamlı bir
değer yaratama unsuru iken, bilgi paylaşımının algılanan değer üzerinde anlamlı
bir etkisi tespit edilmemiştir. 



 



 

Keywords

Müşterinin algıladığı değer ilişki kalitesi firma büyüklüğü endüstriyel pazarlama

References

  • Anderson, J. and J.A. Narus (2004) Business Market Management: Understanding, Creating and Delivering Value, (2nd ed.), New Jersey: Prentice Hall.
  • Anderson, J. and J.A. Narus (1999) Business Market Management: Understanding, Creating, and Delivering Value, Upper Saddle River, NJ: Prentice Hall.
  • Anderson, E. and B. Weitz (1992) “The Use of Pledges to Build and Sustain Commitment in Distribution Channels”, Journal of Marketing Research, 24 (February), 18-34.
  • Athanasopoulou, P. (2009) “Relationship Quality: A Critical Literature Review and Research Agenda”, European Journal of Marketing, 43(5/6), 583-610.
  • Baker, T.L., P.M. Simpson and J.A. Siguaw (1999) “The Impact of Suppliers’ Perceptions of Reseller Market Orientation on Key Relationship Constructs”, Journal of the Academy of Marketing Science, 27(1), 50-57.
  • Barry, J. and T.S. Terry (2008) “Empirical Study of Relationship Value in Industrial Services”, Journal of Business & Industrial Marketing, 23(4), 228-241.
  • Bellizzi, J.A., (1981) “Organizational Size and Buying Influences”, Industrial Marketing Management 10(1), February, 17-21.
  • Beverland, M. (2005) “Creating Value for Channel Partners: The Cervena Case”, Journal of Business & Industrial Marketing, 20(3), 127-135.
  • Cannon, J.P. and C. Homburg (2001) “Buyer–Supplier Relationships and Customer Firm Costs”, Journal of Marketing, 65(January), 29–43.
  • Crosby, L.A., K.R. Evans and D. Cowles (1990) “Relationship Quality in Services Selling: An Interpersonal Influence Perspective”, Journal of Marketing, 54(3), 68-81.
  • Dewulf, K., G. Odekerken-Schröder and D. Iacobucci (2001) “Investments in Consumer Relationships: A Cross-Country and Cross-Industry Exploration”, Journal of Marketing, 65(October), 33-50.
  • Dorsch, M.J., S.R. Swanson and S.W. Kelley (1998) “The Role of Relationship Quality in the Stratification of Vendors as Perceived by Customers”, Journal of the Academy of Marketing Science, 26(2), 128-42.
  • Dwyer, F.R. and S. Oh (1987) “Output Sector Munificence Effects on the Internal Political Economy of Marketing Channels”, Journal of Marketing Research, 24(4), 347-358. Eggert, A. and W. Ulaga (2002) “Customer Perceived Value: A Substitute for Satisfaction in Business Market?”, Journal of Business and Industrial Marketing, 17(2/3), 107-118.
  • Hair, J.F., R.E. Anderson, R.L. Tatham and W.C. Black (1995) Multivariate Data Analysis with Readings, (4th ed.), New Jersey: Prentice Hall.
  • Hansen, H., B.M. Samuelsen and P.R. Silseth (2008) “Customer Perceived Value in B-t-B Service Relationships: Investigating the Importance of Corporate Reputation”, Industrial Marketing Management, 37(2), 206-217.
  • Harris, M., W. Mcdowell; S. Gibson and T. Mick (2010) “Understanding Strategic Relationships in Small and Medium Sized Enterprises: The Importance of Information Quality and Continuous Quality Improvement” Small Business Institute National Conference Proceedings, 34(1).
  • Haugland, S.A. (1999) “Factors Influencing the Duration of International Buyer–Seller Relationships”, Journal of Business Research, 46, 273–280.
  • Hennig-Thurau, T., K.P. Gwinner and D.D. Gremler (2002) “Understanding Relationship Marketing Outcomes: An Integration of Relational Benefits and Relationship Quality”, Journal of Service Research, 4(3), 230-47.
  • Henneberg, S.C., T. Gruber, A.E. Reppel, B. Ashnai and P. Naudé (2009) "Complaint Management Expectations: An Online-Laddering Analysis of Small versus Large Firms", Industrial Marketing Management, 38(6), 584–598.
  • Jap, S. D., C. Manolis and B.A. Weitz (1999) “Relationship Quality and Buyer–Seller Interactions in Channels of Distribution”, Journal of Business Research, 46, 303-313.
  • Jarvelin, A.M. and U. Lehtinen (1996) “Relationship Quality in Business-to-Business Service Context” in Advancing Service Quality: A Global Perspective, Edvardsson et. al., (ed.), NY: ISQA, 243-254.
  • Johnson, J.L. (1999). “Strategic Integration in Industrial Distribution Channels: Managing the Interfirm Relationship as a Strategic Asset”, Journal of the Academy of Marketing Science, 27(1), 4–18.
  • Jöreskog, K.G., and D. Sörbom (1993) LISREL8: Structural Equation Modelling With the SIMPLIS Command Language. Hillsdale, NJ: Erlbaum.
  • Kavak, B. (2000a) “The Empirical Evaluation of External and Internal Factors that Affect Industrial Purchasing Decision for Small Sized Industries” Hacettepe University Journal of Faculty of Economic and Administrative Sciences, 18(1), 39. Kavak, B. (2000b) “The Effect of Formal Education on Unethical Purchasing Decision: An Investigation on Faculty Members and University Students In Turkey And Kyrgyzistan”, Boğaziçi Journal, Review of Social Economic and Administrative Studies, 4(2), 99-113.
  • Kavak, B. (2008) Marketing Research: Design and Analysis, Ankara: Hacettepe University.
  • Khalifa, A.S. (2004) “Customer Value: A Review of Recent Literature and An Integrative Configuration”, Management Decision, 42(5), 645-666.
  • Lages, C.; C.R. Lages and L.F. Lages (2005) “The RELQUAL Scale: A Measure of Relationship Quality in Export Market Ventures”, Journal of Business Research, 58(8), 1040−1048.
  • Lindgreen, A. and T.F. Wynstra (2005) “Value in Business Markets: What Do We Know? Where Are We Going?”, Industrial Marketing Management, 34, 732-748.
  • Mcdade, S.R.; T.A. Oliva and J.A. Pirsch (2002) “The Organizational Adoption of High-Technology Products “For Use” Effects of Size, Preferences, and Radicalness of Impact”, Industrial Marketing Management, 31, 441– 456.
  • Menon, A., C. Homburg and N. Beutin (2005) “Understanding Customer Value in Business-to-Business Relationships”, Journal of Business-to-Business Marketing, 12(2), 1-38.
  • Moen, Q. (1999) “The Relationship Between Firm Size, Competitive Advantages and Export Performance Revisited”, International Small Business Journal, 18(1), 53-72.
  • Naude´, P. and F. Buttle (2000) “Assessing Relationship Quality”, Industrial Marketing Management, 29(4), 351–361.
  • Ndubisi, N.O. (2007) “Relationship Quality Antecedents: The Malaysian Retail Banking Perspective International”, Journal of Quality & Reliability Management, 24(8), 829-845.
  • Paulssen, M. and M.M. Birk (2007) “Satisfaction and Repurchase Behavior in a Business-to-Business Setting: Investigating the Moderating Effect of Manufacturer, Company and Demographic Characteristics”, Industrial Marketing Management, 36(7), October, 983-997.
  • Palmer, A. and D. Bejou (1994) “Buyer-Seller Relationships: A Conceptual Model and Empirical Investigation”, Journal of Marketing Management, 10, 495-512.
  • Patterson, P.G. and R.A. Spreng (1997) “Modeling the Relationship between Perceived Value, Satisfaction and Repurchase Intentions in A Business-To-Business Services Context: An Empirical Examination”, International Journal of Service Industry Management, 8(5), 414-434.
  • Ping, R.A. (1993) “The Effects of Satisfaction and Structural Constraints on Retailer Exiting, Voice, Loyalty, Opportunism, And Neglect”, Journal of Retailing, 69(Fall), 320- 52.
  • Redondo, Y.P. and J.J.C. Fierro (2007) “Importance of Company Size in Long-Term Orientation of Supply Function: An Empirical Research”, Journal of Business and Industrial Marketing, 22(4), 236-248.
  • Roberts, K., S. Varki and R. Brodie (2003) “Measuring the Quality of Relationships in Consumer Services: An Empirical Study”, European Journal of Marketing, 37(1/2), 169-96.
  • Ryssel, R., T. Ritter and H.G. Gemunden (2004) “The Impact of Information Technology Deployment on Trust, Commitment and Value Creation in Business Relationships”, Journal of Business and Industrial Marketing, 19(3), 197-207.
  • Ruekert, R.W. and G.A. Churchill (1984) “Reliability and Validity of Alternative Measures of Channel Member Satisfaction”, Journal of Marketing Research, 21(May), 226-33.
  • Schreiber, J.B., N. Amaury, F.K. Stage, E.A. Barlow and J. King (2006) “Reporting Structural Equation Modeling and Confirmatory Factor Analysis Results: A Review”, Journal of Educational Research, 99(6), 323-337.
  • Sengun, A.E. and S.N. Wasti (2009) “Revisiting Trust and Control Effects on Perceived Relationship Performance”, International Small Business Journal, 27(1), 39-69.
  • Sharma, A. and J.N. Sheth (1997) “Relationship Marketing: An Agenda for Inquiry”, Industrial Marketing Management, 26, 87-89.
  • Sheth, J.N. (1973) “A Model of Industrial Buyer Behavior”, Journal of Marketing, 37(October), 50-56.
  • Smith, J.B. (1998) “Buyer-Seller Relationships: Similarity, Relationship Management, and Quality”, Psychology and Marketing, 15(1), January, 3-21.
  • Tektaş Özkan, Ö. (2009) Endüstriyel Pazarlara İlişkin Satın Alma Modellerinin Müşterinin Algıladığı Değer ve İlişki Kalitesi Bağlamında İncelenmesi ve Tamamlayıcı Bir Model Önerisi, Hacettepe Universitesi, Sosyal Bilimler Enstitüsü, (Yayınlanmamış Doktora Tezi), Ankara: Türkiye. Tektaş Özkan, Ö. and B. Kavak (2010) “Endüstriyel Ürünlerin Satın Alınması Sürecinde Tedarikçi ile Olan İlişki Kalitesinin Algılanan Değer Üzerindeki Etkisi: Beş Yıldızlı Otellerde Bir Araştırma, Anatolia: Turizm Araştırmaları Dergisi, 21(1), 51-63.
  • Ulaga, W. and S. Chacour (2001) “Measuring Customer Perceived Value in Business Markets: A Prerequisite for Marketing Strategy Development and Implementation”, Industrial Marketing Management, 30(6), 525-540.
  • Ulaga, W. and A. Eggert (2006) “Value-Based Differentiation in Business Relationships: Gaining and Sustaining Key Supplier Status”, Journal of Marketing, 70(January), 119–136.
  • Van, Bruggen, G.H., M. Kacker and C. Nieuwlaat (2005) “The Impact of Channel Function Performance on Buyer-Seller Relationships in Marketing Channels”, International Journal of Research in Marketing, 22(2), 141-58.
  • Walter, A. and T. Ritter (2003) "The Influence of Adaptations, Trust, and Commitment on Value-Creating Functions of Customer Relationships", Journal of Business and Industrial Marketing, 18(4/5), 353-365.
  • Walter, A., T.A. Müller; H. Gabriele and T. Ritter (2003) “Functions of Industrial Supplier Relationships and Their Impact on Relationship Quality”, Industrial Marketing Management, 32, 159-169.
  • Walter, A., T. Ritter and G. Gemünden (2001) “Value Creation in Buyer–Seller Relationships Theoretical Considerations and Empirical Results from a Supplier’s Perspective”, Industrial Marketing Management, 30, 365-377.
  • Webster, F.E. and Y. Wind (1972) “A General Model for Understanding Organizational Buying Behavior”, Journal of Marketing, 36(April), 12-19.
  • Weinrauch, J.D., O.K. Mann, J.M. Pharr and P.A. Robinson (1991) “Marketing Strategies of Small Industrial Manufacturers”, Industrial Marketing Management, 20, 251-259.
  • Wilson, D.T. and S. Jantrania (1994) “Understanding the Value of a Relationship”, Asia-Australia Marketing Journal, 2(1), 55–66.
  • Wind, Y. and R.N. Cardozo (1974) “Industrial Marketing Segmentation”, Industrial Marketing Management, 3, 153-165.
  • Woodruff, R.B. (1997) “Customer Value: The Next Source of Competitive Advantage”, Journal of the Academy of Marketing Science, 25(2), 139-153.

İlişki Kalitesinin Müşterinin Algıladığı Değer Üzerindeki Etkisi Firma Büyüklüğüne Göre Değişmekte midir?

Year 2010, Volume: 28 Issue: 2, 175 - 194, 31.12.1899

Öznur Özkan Tektaş , Bahtışen Kavak

Abstract

Bu çalışmada, alıcı ve tedarikçi firmalar arasındaki
ilişki kalitesinin, müşterinin algıladığı değer üzerindeki etkisinin firma
büyüklüğüne bağlı olarak değişiklik gösterip göstermediği incelenmektedir.
Çalışmada kullanılan veri, toplam 373 küçük, orta ve büyük işletmeden anket
yöntemi ile toplanmıştır. Uygulanan bir dizi regresyon analizi sonuçları,
ilişki kalitesi boyutlarının (güven, bağlılık, tatmin, bilgi paylaşımı ve
iletişim), değer yaratma üzerindeki etkilerinin firma büyüklüklerine göre
farklılaştığını ortaya koymaktadır. Sonuçlara göre, küçük ölçekli firmalarda
yalnızca bağlılık boyutu müşterinin algıladığı değer üzerinde anlamlı bir
etkiye sahiptir. Orta ölçekli firmalarda, küçük firmalardan farklı olarak,
güven ve tatmin de değer yaratan ilişki kalitesi boyutları olarak tespit
edilmiştir. Etkili iletişim sadece büyük ölçekli firmalar için anlamlı bir
değer yaratama unsuru iken, bilgi paylaşımının algılanan değer üzerinde anlamlı
bir etkisi tespit edilmemiştir. 

Keywords

Müşterinin algıladığı değer ilişki kalitesi firma büyüklüğü endüstriyel pazarlama

References

  • Anderson, J. and J.A. Narus (2004) Business Market Management: Understanding, Creating and Delivering Value, (2nd ed.), New Jersey: Prentice Hall.
  • Anderson, J. and J.A. Narus (1999) Business Market Management: Understanding, Creating, and Delivering Value, Upper Saddle River, NJ: Prentice Hall.
  • Anderson, E. and B. Weitz (1992) “The Use of Pledges to Build and Sustain Commitment in Distribution Channels”, Journal of Marketing Research, 24 (February), 18-34.
  • Athanasopoulou, P. (2009) “Relationship Quality: A Critical Literature Review and Research Agenda”, European Journal of Marketing, 43(5/6), 583-610.
  • Baker, T.L., P.M. Simpson and J.A. Siguaw (1999) “The Impact of Suppliers’ Perceptions of Reseller Market Orientation on Key Relationship Constructs”, Journal of the Academy of Marketing Science, 27(1), 50-57.
  • Barry, J. and T.S. Terry (2008) “Empirical Study of Relationship Value in Industrial Services”, Journal of Business & Industrial Marketing, 23(4), 228-241.
  • Bellizzi, J.A., (1981) “Organizational Size and Buying Influences”, Industrial Marketing Management 10(1), February, 17-21.
  • Beverland, M. (2005) “Creating Value for Channel Partners: The Cervena Case”, Journal of Business & Industrial Marketing, 20(3), 127-135.
  • Cannon, J.P. and C. Homburg (2001) “Buyer–Supplier Relationships and Customer Firm Costs”, Journal of Marketing, 65(January), 29–43.
  • Crosby, L.A., K.R. Evans and D. Cowles (1990) “Relationship Quality in Services Selling: An Interpersonal Influence Perspective”, Journal of Marketing, 54(3), 68-81.
  • Dewulf, K., G. Odekerken-Schröder and D. Iacobucci (2001) “Investments in Consumer Relationships: A Cross-Country and Cross-Industry Exploration”, Journal of Marketing, 65(October), 33-50.
  • Dorsch, M.J., S.R. Swanson and S.W. Kelley (1998) “The Role of Relationship Quality in the Stratification of Vendors as Perceived by Customers”, Journal of the Academy of Marketing Science, 26(2), 128-42.
  • Dwyer, F.R. and S. Oh (1987) “Output Sector Munificence Effects on the Internal Political Economy of Marketing Channels”, Journal of Marketing Research, 24(4), 347-358. Eggert, A. and W. Ulaga (2002) “Customer Perceived Value: A Substitute for Satisfaction in Business Market?”, Journal of Business and Industrial Marketing, 17(2/3), 107-118.
  • Hair, J.F., R.E. Anderson, R.L. Tatham and W.C. Black (1995) Multivariate Data Analysis with Readings, (4th ed.), New Jersey: Prentice Hall.
  • Hansen, H., B.M. Samuelsen and P.R. Silseth (2008) “Customer Perceived Value in B-t-B Service Relationships: Investigating the Importance of Corporate Reputation”, Industrial Marketing Management, 37(2), 206-217.
  • Harris, M., W. Mcdowell; S. Gibson and T. Mick (2010) “Understanding Strategic Relationships in Small and Medium Sized Enterprises: The Importance of Information Quality and Continuous Quality Improvement” Small Business Institute National Conference Proceedings, 34(1).
  • Haugland, S.A. (1999) “Factors Influencing the Duration of International Buyer–Seller Relationships”, Journal of Business Research, 46, 273–280.
  • Hennig-Thurau, T., K.P. Gwinner and D.D. Gremler (2002) “Understanding Relationship Marketing Outcomes: An Integration of Relational Benefits and Relationship Quality”, Journal of Service Research, 4(3), 230-47.
  • Henneberg, S.C., T. Gruber, A.E. Reppel, B. Ashnai and P. Naudé (2009) "Complaint Management Expectations: An Online-Laddering Analysis of Small versus Large Firms", Industrial Marketing Management, 38(6), 584–598.
  • Jap, S. D., C. Manolis and B.A. Weitz (1999) “Relationship Quality and Buyer–Seller Interactions in Channels of Distribution”, Journal of Business Research, 46, 303-313.
  • Jarvelin, A.M. and U. Lehtinen (1996) “Relationship Quality in Business-to-Business Service Context” in Advancing Service Quality: A Global Perspective, Edvardsson et. al., (ed.), NY: ISQA, 243-254.
  • Johnson, J.L. (1999). “Strategic Integration in Industrial Distribution Channels: Managing the Interfirm Relationship as a Strategic Asset”, Journal of the Academy of Marketing Science, 27(1), 4–18.
  • Jöreskog, K.G., and D. Sörbom (1993) LISREL8: Structural Equation Modelling With the SIMPLIS Command Language. Hillsdale, NJ: Erlbaum.
  • Kavak, B. (2000a) “The Empirical Evaluation of External and Internal Factors that Affect Industrial Purchasing Decision for Small Sized Industries” Hacettepe University Journal of Faculty of Economic and Administrative Sciences, 18(1), 39. Kavak, B. (2000b) “The Effect of Formal Education on Unethical Purchasing Decision: An Investigation on Faculty Members and University Students In Turkey And Kyrgyzistan”, Boğaziçi Journal, Review of Social Economic and Administrative Studies, 4(2), 99-113.
  • Kavak, B. (2008) Marketing Research: Design and Analysis, Ankara: Hacettepe University.
  • Khalifa, A.S. (2004) “Customer Value: A Review of Recent Literature and An Integrative Configuration”, Management Decision, 42(5), 645-666.
  • Lages, C.; C.R. Lages and L.F. Lages (2005) “The RELQUAL Scale: A Measure of Relationship Quality in Export Market Ventures”, Journal of Business Research, 58(8), 1040−1048.
  • Lindgreen, A. and T.F. Wynstra (2005) “Value in Business Markets: What Do We Know? Where Are We Going?”, Industrial Marketing Management, 34, 732-748.
  • Mcdade, S.R.; T.A. Oliva and J.A. Pirsch (2002) “The Organizational Adoption of High-Technology Products “For Use” Effects of Size, Preferences, and Radicalness of Impact”, Industrial Marketing Management, 31, 441– 456.
  • Menon, A., C. Homburg and N. Beutin (2005) “Understanding Customer Value in Business-to-Business Relationships”, Journal of Business-to-Business Marketing, 12(2), 1-38.
  • Moen, Q. (1999) “The Relationship Between Firm Size, Competitive Advantages and Export Performance Revisited”, International Small Business Journal, 18(1), 53-72.
  • Naude´, P. and F. Buttle (2000) “Assessing Relationship Quality”, Industrial Marketing Management, 29(4), 351–361.
  • Ndubisi, N.O. (2007) “Relationship Quality Antecedents: The Malaysian Retail Banking Perspective International”, Journal of Quality & Reliability Management, 24(8), 829-845.
  • Paulssen, M. and M.M. Birk (2007) “Satisfaction and Repurchase Behavior in a Business-to-Business Setting: Investigating the Moderating Effect of Manufacturer, Company and Demographic Characteristics”, Industrial Marketing Management, 36(7), October, 983-997.
  • Palmer, A. and D. Bejou (1994) “Buyer-Seller Relationships: A Conceptual Model and Empirical Investigation”, Journal of Marketing Management, 10, 495-512.
  • Patterson, P.G. and R.A. Spreng (1997) “Modeling the Relationship between Perceived Value, Satisfaction and Repurchase Intentions in A Business-To-Business Services Context: An Empirical Examination”, International Journal of Service Industry Management, 8(5), 414-434.
  • Ping, R.A. (1993) “The Effects of Satisfaction and Structural Constraints on Retailer Exiting, Voice, Loyalty, Opportunism, And Neglect”, Journal of Retailing, 69(Fall), 320- 52.
  • Redondo, Y.P. and J.J.C. Fierro (2007) “Importance of Company Size in Long-Term Orientation of Supply Function: An Empirical Research”, Journal of Business and Industrial Marketing, 22(4), 236-248.
  • Roberts, K., S. Varki and R. Brodie (2003) “Measuring the Quality of Relationships in Consumer Services: An Empirical Study”, European Journal of Marketing, 37(1/2), 169-96.
  • Ryssel, R., T. Ritter and H.G. Gemunden (2004) “The Impact of Information Technology Deployment on Trust, Commitment and Value Creation in Business Relationships”, Journal of Business and Industrial Marketing, 19(3), 197-207.
  • Ruekert, R.W. and G.A. Churchill (1984) “Reliability and Validity of Alternative Measures of Channel Member Satisfaction”, Journal of Marketing Research, 21(May), 226-33.
  • Schreiber, J.B., N. Amaury, F.K. Stage, E.A. Barlow and J. King (2006) “Reporting Structural Equation Modeling and Confirmatory Factor Analysis Results: A Review”, Journal of Educational Research, 99(6), 323-337.
  • Sengun, A.E. and S.N. Wasti (2009) “Revisiting Trust and Control Effects on Perceived Relationship Performance”, International Small Business Journal, 27(1), 39-69.
  • Sharma, A. and J.N. Sheth (1997) “Relationship Marketing: An Agenda for Inquiry”, Industrial Marketing Management, 26, 87-89.
  • Sheth, J.N. (1973) “A Model of Industrial Buyer Behavior”, Journal of Marketing, 37(October), 50-56.
  • Smith, J.B. (1998) “Buyer-Seller Relationships: Similarity, Relationship Management, and Quality”, Psychology and Marketing, 15(1), January, 3-21.
  • Tektaş Özkan, Ö. (2009) Endüstriyel Pazarlara İlişkin Satın Alma Modellerinin Müşterinin Algıladığı Değer ve İlişki Kalitesi Bağlamında İncelenmesi ve Tamamlayıcı Bir Model Önerisi, Hacettepe Universitesi, Sosyal Bilimler Enstitüsü, (Yayınlanmamış Doktora Tezi), Ankara: Türkiye. Tektaş Özkan, Ö. and B. Kavak (2010) “Endüstriyel Ürünlerin Satın Alınması Sürecinde Tedarikçi ile Olan İlişki Kalitesinin Algılanan Değer Üzerindeki Etkisi: Beş Yıldızlı Otellerde Bir Araştırma, Anatolia: Turizm Araştırmaları Dergisi, 21(1), 51-63.
  • Ulaga, W. and S. Chacour (2001) “Measuring Customer Perceived Value in Business Markets: A Prerequisite for Marketing Strategy Development and Implementation”, Industrial Marketing Management, 30(6), 525-540.
  • Ulaga, W. and A. Eggert (2006) “Value-Based Differentiation in Business Relationships: Gaining and Sustaining Key Supplier Status”, Journal of Marketing, 70(January), 119–136.
  • Van, Bruggen, G.H., M. Kacker and C. Nieuwlaat (2005) “The Impact of Channel Function Performance on Buyer-Seller Relationships in Marketing Channels”, International Journal of Research in Marketing, 22(2), 141-58.
  • Walter, A. and T. Ritter (2003) "The Influence of Adaptations, Trust, and Commitment on Value-Creating Functions of Customer Relationships", Journal of Business and Industrial Marketing, 18(4/5), 353-365.
  • Walter, A., T.A. Müller; H. Gabriele and T. Ritter (2003) “Functions of Industrial Supplier Relationships and Their Impact on Relationship Quality”, Industrial Marketing Management, 32, 159-169.
  • Walter, A., T. Ritter and G. Gemünden (2001) “Value Creation in Buyer–Seller Relationships Theoretical Considerations and Empirical Results from a Supplier’s Perspective”, Industrial Marketing Management, 30, 365-377.
  • Webster, F.E. and Y. Wind (1972) “A General Model for Understanding Organizational Buying Behavior”, Journal of Marketing, 36(April), 12-19.
  • Weinrauch, J.D., O.K. Mann, J.M. Pharr and P.A. Robinson (1991) “Marketing Strategies of Small Industrial Manufacturers”, Industrial Marketing Management, 20, 251-259.
  • Wilson, D.T. and S. Jantrania (1994) “Understanding the Value of a Relationship”, Asia-Australia Marketing Journal, 2(1), 55–66.
  • Wind, Y. and R.N. Cardozo (1974) “Industrial Marketing Segmentation”, Industrial Marketing Management, 3, 153-165.
  • Woodruff, R.B. (1997) “Customer Value: The Next Source of Competitive Advantage”, Journal of the Academy of Marketing Science, 25(2), 139-153.
There are 58 citations in total.

Details

Journal Section Articles
Authors

Öznur Özkan Tektaş

Bahtışen Kavak

Publication Date December 31, 1899
Submission Date May 10, 2017
Published in Issue Year 2010 Volume: 28 Issue: 2

Cite

APA Özkan Tektaş, Ö., & Kavak, B. (1899). DOES THE EFFECT OF RELATIONSHIP QUALITY ON CUSTOMER-PERCEIVED VALUE VARY DEPENDING ON COMPANY SIZE?. Hacettepe Üniversitesi İktisadi Ve İdari Bilimler Fakültesi Dergisi, 28(2), 175-194.
AMA Özkan Tektaş Ö, Kavak B. DOES THE EFFECT OF RELATIONSHIP QUALITY ON CUSTOMER-PERCEIVED VALUE VARY DEPENDING ON COMPANY SIZE?. Hacettepe Üniversitesi İktisadi ve İdari Bilimler Fakültesi Dergisi. December 1899;28(2):175-194.
Chicago Özkan Tektaş, Öznur, and Bahtışen Kavak. “DOES THE EFFECT OF RELATIONSHIP QUALITY ON CUSTOMER-PERCEIVED VALUE VARY DEPENDING ON COMPANY SIZE?”. Hacettepe Üniversitesi İktisadi Ve İdari Bilimler Fakültesi Dergisi 28, no. 2 (December 1899): 175-94.
EndNote Özkan Tektaş Ö, Kavak B (December 1, 1899) DOES THE EFFECT OF RELATIONSHIP QUALITY ON CUSTOMER-PERCEIVED VALUE VARY DEPENDING ON COMPANY SIZE?. Hacettepe Üniversitesi İktisadi ve İdari Bilimler Fakültesi Dergisi 28 2 175–194.
IEEE Ö. Özkan Tektaş and B. Kavak, “DOES THE EFFECT OF RELATIONSHIP QUALITY ON CUSTOMER-PERCEIVED VALUE VARY DEPENDING ON COMPANY SIZE?”, Hacettepe Üniversitesi İktisadi ve İdari Bilimler Fakültesi Dergisi, vol. 28, no. 2, pp. 175–194, 1899.
ISNAD Özkan Tektaş, Öznur - Kavak, Bahtışen. “DOES THE EFFECT OF RELATIONSHIP QUALITY ON CUSTOMER-PERCEIVED VALUE VARY DEPENDING ON COMPANY SIZE?”. Hacettepe Üniversitesi İktisadi ve İdari Bilimler Fakültesi Dergisi 28/2 (December 1899), 175-194.
JAMA Özkan Tektaş Ö, Kavak B. DOES THE EFFECT OF RELATIONSHIP QUALITY ON CUSTOMER-PERCEIVED VALUE VARY DEPENDING ON COMPANY SIZE?. Hacettepe Üniversitesi İktisadi ve İdari Bilimler Fakültesi Dergisi. 1899;28:175–194.
MLA Özkan Tektaş, Öznur and Bahtışen Kavak. “DOES THE EFFECT OF RELATIONSHIP QUALITY ON CUSTOMER-PERCEIVED VALUE VARY DEPENDING ON COMPANY SIZE?”. Hacettepe Üniversitesi İktisadi Ve İdari Bilimler Fakültesi Dergisi, vol. 28, no. 2, 1899, pp. 175-94.
Vancouver Özkan Tektaş Ö, Kavak B. DOES THE EFFECT OF RELATIONSHIP QUALITY ON CUSTOMER-PERCEIVED VALUE VARY DEPENDING ON COMPANY SIZE?. Hacettepe Üniversitesi İktisadi ve İdari Bilimler Fakültesi Dergisi. 1899;28(2):175-94.

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