Business Intelligence

Searching For Relationship Value In Business Markets: Are We Missing Something?

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Executive Summary

There is considerable evidence that in business markets relationships matter. Firms tend to depend on a limited number of relationships to customers and suppliers. Coping in these involves costs but relationships can result in significant benefits. That has lead to the great effort recently put by scholars in conceptualizing and assessing the "Value" of business relationships. Yet, the conceptualizations of relationship value remain elusive and their impact on the practice has only been limited. In this paper the authors return to the concept of relationship value. They report results from a longitudinal study of value perceptions by customer and suppliers in the ICT Security market.

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