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Paper info: Antecedents and Outcome of Relationship Value - Evidence from Vietnam

Title


Antecedents and Outcome of Relationship Value - Evidence from Vietnam

Authors


NigelJ Barrett, ThoD Nguyen and TrangT.M. Nguyen

Place of Publication


The paper was published at the 24th IMP-conference in Uppsala, Sweden in 2008.

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Abstract


This study explores key antecedents and an outcome of relationship value between manufacturers and distributors in the tile industry in a transition market - Vietnam. Using a sample of 317 distributors in the South of Vietnam, we found that relationship value is a key factor that drives the performance of distributors. In addition, product quality, information services, and delivery performance are key factors that nurture the value of relationships between manufacturers and distributors. These findings confirm the role of relationship value in transition economies.