The effect of relationship quality on the performance moderated by types of buyer-supplier relationship in telecommunication industry

Abstract

Partners in business marketing have different types of relationships in response to market conditions and the characteristics of specific industry. Management of business partners requires a deep understanding of the type of working relationship with partners to build proper relationship respectively. These differential management leads to maximize mutual competitive advantages to both parties and to be possible long-term oriented relationships between them. This paper is an empirical study of the effects of relationship quality between buyers and suppliers on performance in Korean telecommunication industry.