Authors: Andreas Eggert; Sabrina Helm
This paper introduces the notion of relationship transparency. It delineates this new constructfrom the IMP Group’s interaction model and the customer integration literature. Relationshiptransparency is conceptualized as a complex construct that consists of three dimensions:vendor transparency, customer transparency, and process transparency. Empirical datagathered in a cross sectional survey among 960 purchasing managers in Germany shows thatvendor transparency contributes to the overall success of a relationship. In addition to themore conventional methods of delivering value to the customer, establishing superiortransparency can become a new source of competitive advantage in business markets.
Journal: ( – )
Web Address:
Publish Year: 2000
Conference: Bath, U.K (2000)