Authors: Jens Geersbro; Thomas Ritter
The inherent complexities of business relationships pose a major challenge for firms that try to navigate their business relationships. A central element of this challenge is to gain an overview how value creation and relationship structure connect with relationship quality and how these relate to strategic and managerial action. Many dimensions have been suggested to define what a relationship is and how relationships may differ. This paper structures the existing literature and suggestsfive key relationship constructs: relationship strategy, relationship management, relationship structure, relationship value, and relationship quality. For each construct, the dimensions and their content are definedleading to the development of a relationship dashboard. In addition, the paper discusses the interplay between the five key relationship constructs.
Journal: n.a. (n.a. – n.a.)
Web Address: n.a.
Publish Year: 2012
Conference: Rome, Italy (2012)