Toward an improved understanding of buyers' perspective of business-to-business relationships : results of an empirical study of business relationship value

    Research output: Chapter in Book / Conference PaperConference Paper

    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 languageEnglish
    Title of host publicationProceedings for the 2nd International Conference for the Australasian Business and Behavioural Sciences Association (ABBSA), 29 Sept-1 Oct 2006: Industry, Markets and Regions
    PublisherThe University of Adelaide
    Number of pages19
    ISBN (Print)0975189220
    Publication statusPublished - 2006
    EventAustralasian Business and Behavioural Sciences Association. Conference -
    Duration: 1 Jan 2006 → …

    Conference

    ConferenceAustralasian Business and Behavioural Sciences Association. Conference
    Period1/01/06 → …

    Keywords

    • business networks
    • interorganizational relations
    • relationship marketing
    • strategic alliances (business)
    • industrial procurement

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