Supplier–Customer Relationship in a Business Network Context

Susumu Ohira*, Daisuke Ishida, Naoto Onzo

*Corresponding author for this work

Research output: Chapter in Book/Report/Conference proceedingChapter

1 Citation (Scopus)


Using 122 dyadic data collected from customers and suppliers of industrial air conditioning systems, the authors examined the role of relationship quality and supplier’s competence in a business network context. The findings suggest that business network connection is an antecedent to relationship commitment and relationship outcomes (i.e., repurchase intention and value creation). The present study also indicates that sales planning competence is a mediator between relationship quality and relationship outcomes.

Original languageEnglish
Title of host publicationDevelopments in Marketing Science
Subtitle of host publicationProceedings of the Academy of Marketing Science
PublisherSpringer Nature
Number of pages4
Publication statusPublished - 2016

Publication series

NameDevelopments in Marketing Science: Proceedings of the Academy of Marketing Science
ISSN (Print)2363-6165
ISSN (Electronic)2363-6173


  • Customer Relationship
  • Empirical Study
  • Positive Impact
  • Relationship Marketing
  • Relationship Quality

ASJC Scopus subject areas

  • Marketing
  • Strategy and Management


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