Linking functions of customer-supplier relationships, business relationship value and business relationship quality

With the increasing interest in business relationship issues, business relationship value has emerged as an important aspect. What makes a business relationship valuable from the standpoint of the customer has become crucial for supplier. The importance of relationship quality has also been well established in the business-to-business marketing literature. Earlier studies report relationship quality is an outcome of direct and indirect functions of customer-supplier relationships. However, the nature of link between business relationship value and business relationship quality has not been explored. The purpose of this paper is to develop a mediator model of business-to-business relationships that links business relationship value, relationship functions and relationship quality in a novel way.