Abstract
This paper seeks to explore the value creation process that occurs in the relationship between an Australian supplier and a customer firm based in India. 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 | Managing Our Intellectual and Social Capital : Proceedings of the 21st ANZAM Conference, 4-7 December 2007, Sofitel Wentworth, Sydney |
| Publisher | Promaco Conventions |
| Number of pages | 1 |
| ISBN (Print) | 1863081402 |
| Publication status | Published - 2007 |
| Event | Australian and New Zealand Academy of Management Conference - Duration: 4 Dec 2013 → … |
Conference
| Conference | Australian and New Zealand Academy of Management Conference |
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| Period | 4/12/13 → … |
Keywords
- value creation
- international business enterprises
- interorganizational relations
- Australia
- India