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Relationship marketing orientation: scale development and cross-cultural validation

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  • Sin, Leo Y. M.
  • Tse, Alan C. B.
  • Yau, Oliver H. M.
  • Chow, Raymond P. M.
  • Lee, Jenny S. Y.
  • Lau, Lorett B. Y.

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  • Sin, Leo Y. M. & Tse, Alan C. B. & Yau, Oliver H. M. & Chow, Raymond P. M. & Lee, Jenny S. Y. & Lau, Lorett B. Y., 2005. "Relationship marketing orientation: scale development and cross-cultural validation," Journal of Business Research, Elsevier, vol. 58(2), pages 185-194, February.
    • Handle: RePEc:eee:jbrese:v:58:y:2005:i:2:p:185-194
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    1. Susan P Douglas & C Samuel Craig, 1983. "Examining Performance of U.S. Multinationals in Foreign Markets," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 14(3), pages 51-62, September.
    2. Yau, Oliver H. M. & Lee, Jenny S. Y. & Chow, Raymond P. M. & Sin, Leo Y. M. & Tse, Alan C. B., 2000. "Relationship marketing the Chinese way," Business Horizons, Elsevier, vol. 43(1), pages 16-24.
    3. Jagdip Singh, 1995. "Measurement in Cross-National Research," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 26(3), pages 597-619, September.
    4. Franklyn A Manu, 1992. "Innovation Orientation, Environment and Performance: A Comparison of U.S. and European Markets," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 23(2), pages 333-359, June.
    5. Susan P Douglas & Dong Kee Rhee, 1989. "Examining Generic Competitive Strategy Types in U.S. and European Markets," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 20(3), pages 437-463, September.
    6. Gruen, Thomas W., 1997. "Relationship marketing: the route to marketing efficiency and effectiveness," Business Horizons, Elsevier, vol. 40(6), pages 32-38.
    7. Michael R Mullen, 1995. "Diagnosing Measurement Equivalence in Cross-National Research," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 26(3), pages 573-596, September.
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    Cited by:

    1. Hauck, Jana & Suess-Reyes, Julia & Beck, Susanne & Prügl, Reinhard & Frank, Hermann, 2016. "Measuring socioemotional wealth in family-owned and -managed firms: A validation and short form of the FIBER Scale," Journal of Family Business Strategy, Elsevier, vol. 7(3), pages 133-148.
    2. Yoganathan, Dhanushanthini & Jebarajakirthy, Charles & Thaichon, Paramaporn, 2015. "The influence of relationship marketing orientation on brand equity in banks," Journal of Retailing and Consumer Services, Elsevier, vol. 26(C), pages 14-22.
    3. Yusuf Ersoy & Ali Tehci, 2023. "Relationship marketing orientation in healthcare organisations with the AHP method," Operations Research and Decisions, Wroclaw University of Science and Technology, Faculty of Management, vol. 33(1), pages 35-45.
    4. Strandberg, Carola & Styvén, Maria Ek & Hultman, Magnus, 2020. "Places in good graces: The role of emotional connections to a place on word-of-mouth," Journal of Business Research, Elsevier, vol. 119(C), pages 444-452.
    5. Shaalan, Ahmed S. & Reast, Jon & Johnson, Debra & Tourky, Marwa E., 2013. "East meets West: Toward a theoretical model linking guanxi and relationship marketing," Journal of Business Research, Elsevier, vol. 66(12), pages 2515-2521.
    6. Wongsansukcharoen, Jedsada, 2022. "Effect of community relationship management, relationship marketing orientation, customer engagement, and brand trust on brand loyalty: The case of a commercial bank in Thailand," Journal of Retailing and Consumer Services, Elsevier, vol. 64(C).
    7. Trong Tuan Luu, 2019. "CSR and Customer Value Co-creation Behavior: The Moderation Mechanisms of Servant Leadership and Relationship Marketing Orientation," Journal of Business Ethics, Springer, vol. 155(2), pages 379-398, March.
    8. Mangus, Stephanie M. & Bock, Dora E. & Jones, Eli & Folse, Judith Anne Garretson, 2020. "Examining the effects of mutual information sharing and relationship empathy: A social penetration theory perspective," Journal of Business Research, Elsevier, vol. 109(C), pages 375-384.
    9. Meryem El Alaoui Amine & Laila Ouhna, 2018. "Internal Relationship Marketing and Job Performance: A Theoretical Analysis," International Business Research, Canadian Center of Science and Education, vol. 11(11), pages 128-142, November.
    10. Stephan Paul & Fabian Prystav & Stefan Stein, 2011. "Eine Analyse zentraler Aspekte der Finanzkommunikation nicht börsennotierter Unternehmen mit Hilfe der Critical Incident Technique," Schmalenbach Journal of Business Research, Springer, vol. 63(7), pages 745-771, November.
    11. Roudaina Houjeir & Ross Brennan, 2016. "Trust in cross-cultural b2b financial service relationships: The role of shared values," Journal of Financial Services Marketing, Palgrave Macmillan, vol. 21(2), pages 90-102, June.
    12. Ýrem Eren-Erdoðmuþ & A. Müge Yalçýn & Aichurek Bopieva, 2012. "Revisiting Relationship Marketing in Emerging Markets: The Case of Turkish Exportes," Bogazici Journal, Review of Social, Economic and Administrative Studies, Bogazici University, Department of Economics, vol. 26(1), pages 81-101.
    13. Gilboa, Shaked & Seger-Guttmann, Tali & Partouche-Sebban, Judith, 2022. "Increasing customer loyalty and WOM in an age of terror: Cross-cultural development and validation of the customers’ reactions to terror scale (CRTS)," Journal of Retailing and Consumer Services, Elsevier, vol. 64(C).
    14. Hani, Umme & Akter, Shahriar & Wickramasinghe, Ananda & Kattiyapornpong, Uraiporn, 2021. "How does relationship quality sustain the rich world’s poorest businesses?," Journal of Business Research, Elsevier, vol. 133(C), pages 297-308.
    15. Styvén, Maria Ek, 2010. "The need to touch: Exploring the link between music involvement and tangibility preference," Journal of Business Research, Elsevier, vol. 63(9-10), pages 1088-1094, September.
    16. Mazuri Abd Ghani & Aida Othman & Nor Asmahani Ibrahim & Wan Zulqurnain Wan Ismail, 2016. "Relationship Marketing Practices and Effects on Marketing Effectiveness: An Empirical Insight from the Hotel Industry," International Review of Management and Marketing, Econjournals, vol. 6(4), pages 1026-1033.
    17. Abid, Aman & Harrigan, Paul, 2020. "An exploration of social media-enabled voter relationships through uses and gratifications theory, psychological contract and service-dominant orientation," Australasian marketing journal, Elsevier, vol. 28(2), pages 71-82.
    18. Mazuri Abd Ghani & Aida Othman & Nor Asmahani Ibrahim & Wan Zulqurnain Wan Ismail, 2016. "Relationship Marketing Practices and Effects on Marketing Effectiveness: An Empirical Insight from the Hotel Industry," International Review of Management and Marketing, Econjournals, vol. 6(4), pages 1026-1033.
    19. Simona VINEREAN & Alin OPREANA, 2015. "Consumer Engagement in Online Settings: Conceptualization and Validation of Measurement Scales," Expert Journal of Marketing, Sprint Investify, vol. 3(2), pages 35-50.
    20. Kalanit Efrat & Shaked Gilboa, 2020. "Relationship approach to crowdfunding: how creators and supporters interaction enhances projects’ success," Electronic Markets, Springer;IIM University of St. Gallen, vol. 30(4), pages 899-911, December.
    21. Dwivedi, Abhishek & Weerawardena, Jay, 2018. "Conceptualizing and operationalizing the social entrepreneurship construct," Journal of Business Research, Elsevier, vol. 86(C), pages 32-40.
    22. Mert Bilgin, 2009. "The PEARL Model: Gaining Competitive Advantage Through Sustainable Development," Journal of Business Ethics, Springer, vol. 85(3), pages 545-554, April.
    23. Gisela Demo & Karla Coura & Fernanda Scussel & Graziela Azevedo, 2021. "How Do Brazilian Consumers Relate to Chocolate Brands? Validity and Reliability Evidence of the Chocolate Brands Relationship Scale," Sustainability, MDPI, vol. 13(10), pages 1-22, May.
    24. Bicen, Pelin & Kamarudin, Suzilawati & Johnson, William H.A., 2014. "Validating new product creativity in the eastern context of Malaysia," Journal of Business Research, Elsevier, vol. 67(1), pages 2877-2883.

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