The relationship between relational capital and buyer performance

ABSTRACT:The proposed study of this paper performs an empirical investigation on the relationships between relational capital (trust, socialization, commitment, dependence, reciprocity, and personal characteristics) accumulation with suppliers, and buyer performance (cost, quality, delivery, flexibility and Innovation) in manufacturing company in Qazvin province. The authors test the hypotheses via a survey involving 113 manufacturing company. Empirical results confirm that relational capital has positive impact on buyer- supplier relationship. But some factor (socialization, reciprocity and personal characteristics) doesn’t havepositive impact on buyer performance.