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Measuring relationship quality through communication: cooperation in the corporate banking sector
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Orientador(es)
Resumo(s)
Drawing upon relationship in the service sector, this paper attempts to study a model which serves as a basis for measuring business relationship quality on a corporate banking context. Relationship quality variables, trust and commitment, are suggested to ultimately influence cooperation among buyer and seller firms, considered vital for building long term relationships. Communication is presented as a key variable to this topic, among others, in the sense that it is an antecedent for relationship quality.
Results reveal that communication has a positive effect on cooperation, through the mediating effect of both relationship variables.
Descrição
A Work Project, presented as part as the requirements for the Award of a Masters Degree in Management from the Nova School in Business and Economics
Palavras-chave
cooperation relationship quality communication B2B