Abstract
![CDATA[With the increasing interest in business relationship issues, relationship value has emerged as an important aspect. What makes a business relationship valuable for the standpoint of the customer has become crucial for supplier. Alternative conceptualizations and measurement approaches of relationship value have been proposed in the literature of business-to-business marketing. However, the nature of relationship value drivers and the mechanism of value creation have not been investigated in-depth. The present paper develops measures for evaluating customer perceived relationship value based on the 'relative weighting' approach of evaluating value. The measure is tested using a sample of 97 buyers. The results of this study have considerable consequences for suppliers regarding the process of how value could be created between specific customers and suppliers.]]
Original language | English |
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Title of host publication | Proceedings for the 2nd International Conference for the Australasian Business and Behavioural Sciences Association (ABBSA), 29 Sept-1 Oct 2006: Industry, Markets and Regions |
Publisher | The University of Adelaide |
Number of pages | 19 |
ISBN (Print) | 0975189220 |
Publication status | Published - 2006 |
Event | Australasian Business and Behavioural Sciences Association. Conference - Duration: 1 Jan 2006 → … |
Conference
Conference | Australasian Business and Behavioural Sciences Association. Conference |
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Period | 1/01/06 → … |
Keywords
- business networks
- interorganizational relations
- relationship marketing
- strategic alliances (business)
- industrial procurement