Table 1 Operationalizations of factor... | Emerald Publishing

Table 1

Operationalizations of factor variables

Variable	Item	Mean	SD	Cronbach’s α
*Service content differentiation*	The business relationship is different from other relationships in terms of mode of distribution	2.83	1.86	0.805
*Service content differentiation*	The business relationship is different from other relationships in terms of service content	2.77	1.66	0.805
*Product content differentiation*	The business relationship is different from other relationships in terms of the production process	2.85	1.74	0.916
*Product content differentiation*	The business relationship is different from other relationships in terms of product content	2.42	1.643	0.916
*Relationship learning*	The business relationship is important for us in terms of knowledge	4.35	1.616	0.654
	The business relationship is characterized by a general exchange of knowledge	4.11	1.519
	The business relationship has resulted in new routines	3.92	1.892
*Perceived importance of customer reference marketing*	The business relationship is important as a reference customer	5.02	1.996	n.a.

Variable	Item	Mean	SD	Cronbach’s α
Service content differentiation	The business relationship is different from other relationships in terms of mode of distribution	2.83	1.86	0.805
Service content differentiation	The business relationship is different from other relationships in terms of service content	2.77	1.66	0.805
Product content differentiation	The business relationship is different from other relationships in terms of the production process	2.85	1.74	0.916
Product content differentiation	The business relationship is different from other relationships in terms of product content	2.42	1.643	0.916
Relationship learning	The business relationship is important for us in terms of knowledge	4.35	1.616	0.654
	The business relationship is characterized by a general exchange of knowledge	4.11	1.519
	The business relationship has resulted in new routines	3.92	1.892
Perceived importance of customer reference marketing	The business relationship is important as a reference customer	5.02	1.996	n.a.