English  |  正體中文  |  简体中文  |  Items with full text/Total items : 26988/38789
Visitors : 2327498      Online Users : 54
RC Version 4.0 © Powered By DSPACE, MIT. Enhanced by NTU Library IR team.
Scope Adv. Search
LoginUploadHelpAboutAdminister

Please use this identifier to cite or link to this item: http://ntour.ntou.edu.tw:8080/ir/handle/987654321/51523

Title: Customer centricity and guanxi prevalence as social capital: a study of international business relationships
Authors: Angeline G. Close
Stephen W. Wang
Contributors: 國立臺灣海洋大學:航運管理學系
Keywords: B2B
Relationship marketing
Social capital
Customer centricity
Relational exchange theory
Date: 2018-10
Issue Date: 2018-12-06T01:34:25Z
Publisher: Angeline G. Close
Stephen W. Wang
Abstract: Abstract: Purpose This research blends perspectives of the Eastern phenomenon of guanxi with the more Western perspectives of relationship marketing and customer centricity. Extending scholarship on guanxi in marketing (e.g. Park and Luo, 2001; Sheu and Hu, 2009; Luo et al., 2008; Fowler and Reisenwitz, 2014), the objective is to highlight the indirect role of customer centricity (i.e. how visible or central it is for the business partner to communicate with/have information sharing with), for firms in regions with a prevalence of guanxi. Design/methodology/approach The empirical model is tested in context of global marketing in the business-to-business (B2B) logistics industry (n = 508). A total of 508 global logistics employees and managers with experience in global business participated in the survey in Taiwan. Structural equation modeling was used for data analysis with multi-group analyses. Findings Customer centricity intensifies positive outcomes of guanxi prevalence. Specifically, a high level of customer centricity strengthens established associations among guanxi prevalence, trust, relationship commitment and firm performance. Originality/value While most work on guanxi has a focus in China, this research focuses on Taiwan. While building on a wealth of literature, relatively less work has focused on customer centricity.
Relation: 33(2)
URI: http://ntour.ntou.edu.tw:8080/ir/handle/987654321/51523
Appears in Collections:[航運管理學系] 期刊論文

Files in This Item:

File Description SizeFormat
index.html0KbHTML9View/Open


All items in NTOUR are protected by copyright, with all rights reserved.

 


著作權政策宣告: 本網站之內容為國立臺灣海洋大學所收錄之機構典藏,無償提供學術研究與公眾教育等公益性使用,請合理使用本網站之內容,以尊重著作權人之權益。
網站維護: 海大圖資處 圖書系統組
DSpace Software Copyright © 2002-2004  MIT &  Hewlett-Packard  /   Enhanced by   NTU Library IR team Copyright ©   - Feedback