Authors: Andreas Eggert; Wolfgang Ulaga
Value creation is considered as key to collaborative customer-supplier relationships.Despite the growing body of research, more knowledge is needed about the constructof relationship value and its operationalization. The present paper provides adefinition of relationship value and develops a scale for measuring the concept inbusiness-to-business markets. Findings from a cross-sectional survey amongpurchasing managers in industrial companies in France are presented. Fourrelationship value components emerge from the present study: product-relatedbenefits, strategic benefits, personal benefits, and relationship sacrifices. Finally, amethod of aggregating the four components to the higher-order construct ofrelationship value is proposed.
Journal: ( – )
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Publish Year: 2001
Conference: Oslo, Norway (2001)