An Empirical Study on the Mechanism of How Relationship Quality Influences Relationship Value

A growing number of companies win competitive advantage through establishing good relationship with counterparts. This study provides a picture of how relationship quality could influence relationship value in the B2B context. Based on previous studies, we propose that relationship quality has a positive effect on relationship value. By establishing a theoretical model and analyzing empirical data with Structural Equation Model, the result testifies our proposed hypotheses, which means that the promotion of value could be achieved through improvement of customer relationship. The findings supplement the knowledge gained and the application of Structural Equation Model offers an additional analytical procedure for the studies in the future.