Drivers of value in international business partnerships : a conceptualisation based on business relationship stage

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.