Searching for relationship value in business markets: are we missing something?
Economic value has always been the main consideration in decisions regarding alternative
courses of action in management. The relationship perspective that became popular in …
courses of action in management. The relationship perspective that became popular in …
Capturing value creation in business relationships: A customer perspective
W Ulaga - Industrial marketing management, 2003 - Elsevier
Collaborative relationships in business markets are of growing importance to customers and
suppliers alike. Customers need to decide whether to invest in a new supplier relationship …
suppliers alike. Customers need to decide whether to invest in a new supplier relationship …
Managing business relationships by analyzing the effects and value of different actions
D Ford, R McDowell - Industrial marketing management, 1999 - Elsevier
Both business marketers and their customers are deeply concerned with the “value” that is
provided by the market offerings exchanged between them. Managers also commonly talk …
provided by the market offerings exchanged between them. Managers also commonly talk …
Relationship value and relationship quality: Broadening the nomological network of business‐to‐business relationships
Purpose–Established models of buyer‐seller relationships do not reflect managerial
emphasis on supplier performance evaluation when modelling business relationships …
emphasis on supplier performance evaluation when modelling business relationships …
Empirical study of relationship value in industrial services
J Barry, TS Terry - Journal of business & Industrial marketing, 2008 - emerald.com
Purpose–The purpose of this paper is to assist industrial service providers in building
relationships that maximize value to their customers. The study aims to add to relationship …
relationships that maximize value to their customers. The study aims to add to relationship …
Creating value in business relationships: The role of sales
Understanding the creation of value in business relationships has been a long-standing
goal of researchers and managers alike. By adopting a relational perspective, recent …
goal of researchers and managers alike. By adopting a relational perspective, recent …
Relationship value in business markets: the construct and its dimensions
In recent years, the concept of relationship value has attracted increasing attention among
marketing researchers and practitioners alike. Despite a growing body of literature in this …
marketing researchers and practitioners alike. Despite a growing body of literature in this …
[PDF][PDF] Relationship value in business markets: Development of a measurement scale
In recent years, the concept of relationship value has attracted increasing attention among
marketing researchers and practitioners alike. Despite a growing body of literature in this …
marketing researchers and practitioners alike. Despite a growing body of literature in this …
Value creation in buyer–seller relationships: Theoretical considerations and empirical results from a supplier's perspective
The essential purpose for a supplier and customer firm engaging in a relationship is to work
together in a way that creates value for them. Various important functions of business …
together in a way that creates value for them. Various important functions of business …
Understanding customer value in business-to-business relationships
Although literature emphasizes the importance of creating value for the customer in
business-to-business marketing, our understanding of this concept is limited. Against this …
business-to-business marketing, our understanding of this concept is limited. Against this …