Relationship Value In Business Markets: The Customer And Supplier Perspectives In ICT Security Market

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Executive Summary

Understanding value is a crucial task in business markets. Relationships are not all identical, some of them are more important and profitable than others and this consciousness can guide managers in addressing resources in their customer/supplier relationship portfolio (Gadde, Snehota, 2000). In past studies, value has often been associated with the concept of exchange, of product and service, leaving out relationship components, and thus leading to an incomplete representation of this concept. It was possible to go only partly beyond this limit through the introduction of the concept of Relationship Value, which represents a relatively new research area in the studies on business markets.

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