The Independent Sales Contractor and Relationship Quality: An Exploratory Study of Relational Attitudes and Behavioral-Intention

Q2 Business, Management and Accounting

Journal of Relationship Marketing Pub Date : 2018-04-03 DOI:10.1080/15332667.2018.1440144

D. Finch, N. O'Reilly, Gashaw Abeza

引用次数: 3

Abstract

ABSTRACT Since the turn of the century, independent sales contractors have emerged as an important and growing sales and distribution channel. This study, guided by theories of attitude-behavior relation, constructs and tests a conceptual independent sales contractors (ISC) relationship quality scale. The findings support the proposition that relationship quality is a composite of attitudes and behavioral intentions. The work provides theoretical and practical implications, as well as suggestions for future research.

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独立销售承包人与关系质量:关系态度与行为意向的探索性研究

摘要自世纪之交以来，独立销售承包商已成为一个重要且不断发展的销售和分销渠道。本研究以态度行为关系理论为指导，构建并测试了概念独立销售承包商关系质量量表。研究结果支持这样一种观点，即关系质量是态度和行为意图的综合。这项工作提供了理论和实践启示，并对未来的研究提出了建议。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Journal of Relationship Marketing Business, Management and Accounting-Marketing

CiteScore

10.20

自引率

0.00%

发文量

期刊介绍： The Journal of Relationship Marketing is a quarterly journal that publishes peer-reviewed (double-blind) conceptual and empirical papers of original works that make serious contributions to the understanding and advancement of relationship and marketing theory, research, and practice. This academic journal is interdisciplinary and international in nature. Topics of interest (not limited to): Evolution and life cycle of RM; theoretical and methodological issues in RM; types of RM, networks and strategic alliances; internal communication, quality, trust, commitment, satisfaction, loyalty, and dissolution in RM; applications of RM in different disciplines and industries; international perspectives in RM; RM strategies in services economy, higher education, and e-commerce; RM, technology, and the Web; profitability and RM; case studies and best practices in RM. If you are interested in becoming an ad-hoc reviewer, please e-mail a brief statement indicating your area of expertise and interest along with a copy of your CV.