The RELQUAL scale: A measure of relationship quality in export market ventures

Carmen Lages, Cristiana Raquel Lages, Luis Filipe Lages

Research output: Contribution to journalArticlepeer-review

227 Citations (Scopus)

Abstract

In this article, the authors develop a new measurement scale (the RELQUAL scale) to assess the degree of relationship quality between the exporting firm and the importer. Relationship quality is presented as a high-order concept. Findings reveal that a better quality of the relationship results in a greater (1) amount of information sharing, (2) communication quality, (3) long-term orientation, as well as (4) satisfaction with the relationship. The four multi-item scales show strong evidence of reliability as well as convergent, discriminant and nomological validity in a sample of British exporters. Findings also reveal that relationship quality is positively and significantly associated with export performance. Suggestions for applying the measure in future research are presented.

Original languageEnglish
Pages (from-to)1040-1048
Number of pages9
JournalJournal of Business Research
Volume58
Issue number8
DOIs
Publication statusPublished - Aug 2005

Keywords

  • Export marketing
  • Export performance
  • Relationship marketing
  • Relationship quality

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