Searching for Relationship Value in Business Markets: Are We Missing Something?

Daniela Corsaro, Ivan Snehota

Risultato della ricerca: Contributo in rivistaArticolo in rivistapeer review

85 Citazioni (Scopus)

Abstract

Economic value has always been the main consideration in decisions regarding alternative courses of action in management. The relationship perspective that became popular in service and business marketing research and practice involves the application of the value concept to business relationships. Recent research inmarketing on the value of relationships has been concerned with identifying the various dimensions of relationships content that can, in principle, give origin to costs or benefits for the parties involved. Theway inwhich parties in a business relationship perceive and interpret value and how their perceptions affect their behaviors have not been at the center of this research. We will argue in this paper that perceptions impact parties' behaviors and the way business relationships develop, and report findings of a longitudinal study of how buyers and suppliers perceive and interpret value of business relationships. We then revisit the concept of value and formulate three propositions regarding the meaning of value in the context of supplier–customer relationships.
Lingua originaleEnglish
pagine (da-a)986-995
Numero di pagine10
RivistaIndustrial Marketing Management
Volume39
Stato di pubblicazionePubblicato - 2010

Keywords

  • Value
  • business relationships
  • customer-supplier interaction
  • perceptions
  • relationship value
  • sense making

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