Exploring the impact of relationship transparency on business relationships - A cross-sectional study among purchasing managers in Germany

This paper introduces the notion of relationship transparency. It delineates this new concept from the interaction model of business relationships. We define relationship transparency as an individual's subjective perception of being informed about the relevant actions and properties of the other party in the interaction. Empirical data gathered in a cross-sectional survey among purchasing managers in Germany provide evidence that relationship transparency contributes to the overall success of a business relationship. According to our conceptual model and structural equation estimates, transparency delivers value to the customer, increases customer satisfaction and ultimately leads to favorable behavioral intentions. (C) 2002 Elsevier Science Inc. All rights reserved.