This study aims to enhance the knowledge of the roles played in value co-creation adopted
by parties to triadic service business relationships. We approach the research issue through …

Perceived value is of primary concern for researchers and practitioners in the business-to-
business (B2B) and business-to-consumer (B2C) spheres. However, the scientific …

In business relationships, the seller is often expected to adapt to the buyer. The main
purpose of this study is to understand how business firms adapt their sales processes to the …

Business relationships are often a source of benefits for firms, but they can tip and unleash
detrimental effects that diminish or even destroy relationship performance. Although prior …

This paper explores value processes, their effects, and their management in business
relationships. Over time, scholars progressively moved their interest from the value of the …

The paper develops a three-dimensional portfolio model for business relationships which
distinguishes among six different categories. Based on assessments of customer …

Customer relationships can be conceptualized as market-based assets. Links have been
shown between management of these assets and the creation of shareholder value …

The sales function is experiencing a process of transformation developing across different
industries and company types. This transformation redefines the role of salespeople and …

Purpose Several studies have focussed on new ventures and the development of their first
business relationships. However, the understanding of the value functions and involvement …

The diversity in business relationships suggests the presence of different sets of
combinations of value functions. This study investigates the degree to which suppliers' …