The RELQUAL scale: a measure of relationship quality in export market ventures

Lages, C., Lages, C. and Lages, L.F. (2005) The RELQUAL scale: a measure of relationship quality in export market ventures. Journal of Business Research, 58 (8). pp. 1040-1048. ISSN 0148-2963 doi: 10.1016/j.jbusres.2004.03.001

Abstract/Summary

In this article, the authors develop a new measurement scale (the RELQUAL scale) to assess the degree of relationship quality between the exporting firm and the importer. Relationship quality is presented as a high-order concept. Findings reveal that a better quality of the relationship results in a greater (1) amount of information sharing, (2) communication quality, (3) long-term orientation, as well as (4) satisfaction with the relationship. The four multi-item scales show strong evidence of reliability as well as convergent, discriminant and nomological validity in a sample of British exporters. Findings also reveal that relationship quality is positively and significantly associated with export performance. Suggestions for applying the measure in future research are presented.