how an importer perceives the supplier’s malfeasance, exaggeration, alteration of

facts, negotiation style and attitudes towards achieving benefit at the detriment of
others. For measuring this construct, Skarmeas et al.’s (2002) study used five items
and an alpha reliability was reported of .87. However, four of these items were also
used by Gundlach et al. (1995). All items from Skarmeas et al.’s (2002) study were
adopted for this study. The questionnaire items are shown below.

1. Our major supplier exaggerates their needs in order to get what they desire
2. Our major supplier sometimes breaches formal or informal agreements for
their own benefit
3. Our major supplier sometimes alters facts to get what they want
4. Good faith bargaining is not a hallmark of this supplier’s negotiation style
5. Our major supplier has benefited from our relationship to our own
detriment

Environmental volatility – This construct measure taps the importers’ perceptions of

the degree of predictability of the market environment, maintaining market share,
monitoring trends, forecasting and result of marketing action in regards to
maintaining relationships with a specific supplier. Celly and Frazier (1996) adopted
four items from Ganesan’s (1994) study and added an additional item to measure
Md._Abu_Saleh_Thesis 2006
environmental volatility and reported an alpha reliability score of .85. Skarmeas et al.
(2002) also adopted Ganesan’s (1994) items and reported a reliability score of .73.
However, for this study, Celly and Frazier’s (1996) five item measure has been
adopted for better domain specification. To reduce common method bias, a semantic
differential scale with reverse wording was used for this construct measure. The items
are appeared below.

1. The market environment relating to our major supplier’s product is --------

Unpredictable/Predictable
2. The market share of our major supplier’s product is --------Volatile/Stable
3. Monitoring market trend for our major supplier’s product is ----------
Difficult/Easy
4. In respect to our major supplier’s product, our sales forecasts are likely to
be ----Inaccurate/Accurate
5. The results of marketing actions in respect to our major supplier’s product
are --- Difficult to predict/Easily predictable

Knowledge and experience – This measure covers the importers’ perception of their
knowledge and experience in respect to product markets, familiarity with market
needs, overall experience with the market, understanding the suppliers’ preferred

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