Izvorni znanstveni članak
https://doi.org/10.1080/1331677X.2017.1305781
The effect of adaptation and trust on positional advantage of companies in B2B relationships: the moderating role of relationship value
Matjaž Iršič
Sažetak
Based on data from 85 large business-to-business Slovenian companies, this study analyses the direct impacts of adaptation,
trust and relationship value on positional advantage. In addition,
the study investigates the moderating role of relationship value on
the links between adaptation, trust and positional advantage. In
the preliminary phase, we have tested the research model with the
interpretive structural modelling framework, while in the empirical
detail study, we have used a non-parametric approach to structural
equation modelling – partial least squares modelling. We have found that both relationship value and trust directly affect positional advantage, while adaptation does not. However, relationship value
positively moderates the link between adaptation and positional
advantage. Our research contributes to the existing literature and
managerial practice by demonstrating the possible impacts of the
relationship orientation of B2B companies on positional advantage.
Ključne riječi
Adaptation; trust; relationship value; positional advantage
Hrčak ID:
180804
URI
Datum izdavanja:
1.12.2017.
Posjeta: 1.345 *