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Paper info: RELATIONSHIP TRANSPARENCY IN BUSINESS MARKETS: A CONCEPTUALISATION AND EMPIRICAL INVESTIGATION

Title


RELATIONSHIP TRANSPARENCY IN BUSINESS MARKETS: A CONCEPTUALISATION AND EMPIRICAL INVESTIGATION

Authors


Andreas Eggert and Sabrina Helm

Place of Publication


The paper was published at the 16th IMP-conference in Bath, U.K in 2000.

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Abstract


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.