Factors of relationship quality for companies on foreign B2B markets: The case study of Finnish companies in the Russian market

Abstract

According to different authors, there is a strong effect of relationship quality in the explanation of differences between successful and unsuccessful relationships between supplier and buyer. But there is a lack of attention to the factors, which influence relationship quality in an international context. So the purpose of the research is to identify what relationship quality is and determine factors, which influence it in an international context. There is an analysis of impact of three variables: cultural sensitivity, asset specificity and role performance. It is based on questionnaires, which have been sent to more than 600 Finnish companies, which are operating in Russia. As a result of analyzing relations between Finnish suppliers and Russian buyers, relationship quality is more affected by cultural sensitivity. According to proposed scheme of elements of relationship quality and factors, which influence it in an international context, the research defines the specificity of relationships between Finnish and Russian companies.