Paper info: RELATIONSHIP TRANSPARENCY IN BUSINESS MARKETS: A CONCEPTUALISATION AND EMPIRICAL INVESTIGATION
RELATIONSHIP TRANSPARENCY IN BUSINESS MARKETS: A CONCEPTUALISATION AND EMPIRICAL INVESTIGATION
Andreas Eggert and Sabrina Helm
Place of Publication
The paper was published at the 16th IMP-conference in Bath, U.K in 2000.
This paper introduces the notion of relationship transparency. It delineates this new constructfrom the IMP Group's interaction model and the customer integration literature. Relationshiptransparency is conceptualized as a complex construct that consists of three dimensions:vendor transparency, customer transparency, and process transparency. Empirical datagathered in a cross sectional survey among 960 purchasing managers in Germany shows thatvendor transparency contributes to the overall success of a relationship. In addition to themore conventional methods of delivering value to the customer, establishing superiortransparency can become a new source of competitive advantage in business markets.