Abstract
This paper seeks to explore the value creation process that occurs in the relationship between a supplier and a customer firm The concept of value creation is nowadays widely used In business-to-business marketing literature The paper reviews the existing frameworks of International business-to-business relationships and discusses issues requiring further investigation in value creation for the exporter, particularly the multiple dimensions of trust and relationship commitment, and their role in developing various value creating functions The paper develops frameworks for the pre-relationship stage, early interaction stage, and the growth stage and develops propositions of the association between the relational variables.
| Original language | English |
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| Title of host publication | Proceedings of 13th International Business Research Conference: 22-24 November 2010, Melbourne, Australia |
| Publisher | World Business Institute |
| Number of pages | 12 |
| ISBN (Print) | 9780980455717 |
| Publication status | Published - 2010 |
| Event | International Business Research Conference - Duration: 19 Nov 2012 → … |
Conference
| Conference | International Business Research Conference |
|---|---|
| Period | 19/11/12 → … |