Authors: Kirsten Frandsen
The notion of business-to-business relationships and networks attracts increasing attention among marketing researchers. Various aspects of networks and relationships have been studied, including the challenges and possibilities arising when firms engage in collaborative relationships. One of the main challenges concerns the issue of creating, delivering and capturing value. The concept of value is not new, and value discussions within academia can be traced back years within various research fields, such as organization, finance, economic and management. However, in recent times the concept of relationship value that has attracted most research attention concerns how value is created in and of business relationships. This is due to a realization that value is not only related to the transaction of products for price, but is being created through interaction between firms that work together. Realizing that value creation is far more complex and challenging than ‘just’ products for price, has made the concept of relationship value a popular and important topic. It is against this background that this thesis takes its point of departure. Despite the increasing attention given to relationship value, there are still areas that need to be explored further.
Publish Year: 2016