Table 1 Scale validity and reliability...

Table 1

Scale validity and reliability

Scales	Factor loadings	Construct reliability	AVE
Asset dedication to major customer
Our company has a significant investment in training and equipment dedicated to our relationship with this major customer	0.69	0.77	0.46
Our systems have been tailored to using the particular items bought from this customer	0.70
Our company has some dedicated technological standards and norms that have required extensive adaptation by this major customer	0.68
Our people spend a lot of time and effort learning the unique product or service characteristics (or specifications) required by this major customer	0.64
Extent of legal contracts in business relationship with the major customer
We have formal written agreements outlining warranty policies for this major customer	0.78	0.89	0.66
We have formal written agreements outlining how to handle complaints and disputes with this major customer	0.84
We have formal agreements with this major customer that detail the obligations and rights of both parties	0.85
We have formal written agreements with this major customer that precisely state the legal remedies for failure to perform	0.79
The benefits derived from the relationship with the major customer
Our business relationship with this major customer has generated high revenue for our company	0.71	0.80	0.50
Our business relationship with this major customer has helped market penetration for our company	0.76
Our business relationship with this major customer has improved the image of our company	0.66
Our business relationship with this major customer has provided us with competitive advantage over our competitors in our region	0.68
Personal conflicts with the representative of the major customer
How much anger was there between you and the representative of this major customer in business negotiations?	0.87	0.94	0.80
How much personal friction was there between you and the representative of this major customer in business negotiations?	0.90
How much of a personality clash was there between you and the representative of this major customer in business negotiations?	0.91
How much tension was there between you and this representative of the major customer in business negotiations?	0.89
Personal loyalty with the representative of the major customer
I feel a loyalty to the representative of this major customer	0.77	0.87	0.62
I have a strong relationship with the representative of this major customer	0.76
I am committed to working with the representative of this major customer in the future	0.81
I am willing to maintain my relationship with this representative of the major customer	0.81

Scales	Factor loadings	Construct reliability	AVE
Asset dedication to major customer
Our company has a significant investment in training and equipment dedicated to our relationship with this major customer	0.69	0.77	0.46
Our systems have been tailored to using the particular items bought from this customer	0.70
Our company has some dedicated technological standards and norms that have required extensive adaptation by this major customer	0.68
Our people spend a lot of time and effort learning the unique product or service characteristics (or specifications) required by this major customer	0.64
Extent of legal contracts in business relationship with the major customer
We have formal written agreements outlining warranty policies for this major customer	0.78	0.89	0.66
We have formal written agreements outlining how to handle complaints and disputes with this major customer	0.84
We have formal agreements with this major customer that detail the obligations and rights of both parties	0.85
We have formal written agreements with this major customer that precisely state the legal remedies for failure to perform	0.79
The benefits derived from the relationship with the major customer
Our business relationship with this major customer has generated high revenue for our company	0.71	0.80	0.50
Our business relationship with this major customer has helped market penetration for our company	0.76
Our business relationship with this major customer has improved the image of our company	0.66
Our business relationship with this major customer has provided us with competitive advantage over our competitors in our region	0.68
Personal conflicts with the representative of the major customer
How much anger was there between you and the representative of this major customer in business negotiations?	0.87	0.94	0.80
How much personal friction was there between you and the representative of this major customer in business negotiations?	0.90
How much of a personality clash was there between you and the representative of this major customer in business negotiations?	0.91
How much tension was there between you and this representative of the major customer in business negotiations?	0.89
Personal loyalty with the representative of the major customer
I feel a loyalty to the representative of this major customer	0.77	0.87	0.62
I have a strong relationship with the representative of this major customer	0.76
I am committed to working with the representative of this major customer in the future	0.81
I am willing to maintain my relationship with this representative of the major customer	0.81

Note(s): Maximum Likelihood χ² = 309.12 d.f. = 160 RMSEA = 0.04 CFI = 0.98 NFI = 0.97 NNFI = 0.98

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