A Cultural Perspective of Relationship Orientation: Using Organisational Culture to Support a Supply Relationship Orientation

Pressey, A., Winklhofer, H. and Tzokas, Nikolaos (2006) A Cultural Perspective of Relationship Orientation: Using Organisational Culture to Support a Supply Relationship Orientation. Journal of Marketing Management, 22 (1/2). pp. 169-194. ISSN 0267-257X

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Abstract

Relationship marketing theory maintains that firms can engage in a multitude of relationships oriented towards key stakeholders such as customers and suppliers. This study explores one type of relationship orientation from the viewpoint of the relationships firms have with their suppliers, referred to as a Supply Relationship Orientation (SRO). We take an organisational culture perspective positing that an SRO is manifested through the basic assumptions, values, artifacts and behaviours of the organisation and introduce a measurement tool for SRO. Based on a study of buyers' perceptions of their firms' relationship orientation towards suppliers, the results indicate that an organisational culture perspective of relationship orientation appears valid and enhances previous studies of relationship orientation by providing support for being culturally embedded

Item Type: Article
Faculty \ School: Faculty of Social Sciences
Faculty of Social Sciences > Norwich Business School
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Depositing User: Vishal Gautam
Date Deposited: 01 Feb 2006
Last Modified: 19 Jun 2020 23:37
URI: https://ueaeprints.uea.ac.uk/id/eprint/16454
DOI: 10.1362/026725706776022236

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