A Cultural Perspective of Relationship Orientation: Using Organisational Culture to Support a Supply Relationship Orientation

Heidi Winklhofer, Andrew Pressey, Nikolaos Tzokas

Research output: Contribution to journalArticlepeer-review

29 Citations (Scopus)


Relationship marketing theory maintains that firms can engage in a multitude of relationships oriented towards key stakeholders such as customers and suppliers. This study explores one type of relationship orientation from the viewpoint of the relationships firms have with their suppliers, referred to as a Supply Relationship Orientation (SRO). We take an organisational culture perspective positing that an SRO is manifested through the basic assumptions, values, artifacts and behaviours of the organisation and introduce a measurement tool for SRO. Based on a study of buyers' perceptions of their firms' relationship orientation towards suppliers, the results indicate that an organisational culture perspective of relationship orientation appears valid and enhances previous studies of relationship orientation by providing support for being culturally embedded.
Original languageEnglish
Pages (from-to)169-194
Number of pages26
JournalJournal of Marketing Management
Issue number1/2
Publication statusPublished - 2006

Cite this