Authors: Judit Simon; Tibor Mandjak; Zoltán Lantos
Business relationship value is a quite complex phenomenon. It has economic, social, and time dimensions. It means different things at episode, relationship, and network level. In each level, it presents a combination in time of different economic and social elements. Each person involved in the same business relationship perceives this combination differently. In ten deep-interviews, conducted in Hungary in the spring of 2002 we have asked experienced managers what do they think about the value of business relationship. In this paper we present and analyse their reactions.As a summary of the interviews, we can say the value of business relationships is a complicated concept, which is interpreted in many ways by Hungarian managers. The value of business relationships has several components. One group of components has an economic ? “business” – nature, while the other group has a non-economic, but merely social or “human” nature. The two groups of components are closely linked to one another, the ?business? and ?human? factors are present simultaneously, and it is difficult to separate them. We could then measure the individual components on different, adequate scales and the value of business relationships would be given by multiplying these scale values. This process would also enable the individual and more efficient handling of the single components and the consideration of their interaction, that is to say, not only the measurement, but also the management of the value of business relationships. Subject areas: business relationship, value, relationship eradiation, qualitative research, Hungary.
Journal: ( – )
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Publish Year: 2003
Conference: Lugano, Switzerland (2003)