The Influence of B2B Relationship Quality on Opportunism and Firm Performance

Abstract

The primary objective of the research is to determine the influences of B2B relationship quality and opportunism on firm performance. This study takes a general perspective of business organisations by examining the hypothesised relationships in the context of B2B’s in the industrial business environment. The research employs a cross-sectional design whereby quantitative data is collected by means of an online survey. Using non-probability, judgmental and snowball sampling technique, a sample size of 98 employees from the industrial business environment within Malaysia was collected. The gathered data was analysed using statistical software Smart -PLS. The research yields several interesting findings on the association between B2B relationship quality and firm performance in the industrial business environment within Malaysia. Findings also unfolded that the quality of a relationship between businesses is able to influence firm performance and opportunism. Opportunism on the other hand was not found to have any influence on Firm Performance. The results of the study implied that the quality of the relationship between businesses that is built upon trust, commitment, satisfaction and information sharing are important in business relationships. A high-quality relationship that is shared among suppliers and customers is able to predict better firm performance and inhibit the negative effect of opportunism.

Keywords

• b2b relationship quality
• firm performance
• opportunism
• trust
• commitment
• satisfaction
• information sharing