Authors: Judit Simon; Tibor Mandjak
The participants involved in business relationships and those who are concerned by the economic situation evaluate the value of business relationships. Perceptions of value, therefore, can be individual or collective in nature, and as such, can be similar or different, with both playing a role during different organizational decisions.The concept of business relationship value developed in this paper is useful as it integrates the knowledge of value gained in other science disciplines and incorporates both economic and social value types, and their value constituents, from the point of view of both the buyer and the seller It also contains indicators at the exchange, relational and network level of business relationships.One original aspect of this integrated concept is that it is a complex approach, using a combination of North American and European research approaches to business relationship value. From a scientific point of view, it could be viewed as provocative and could enhance fruitful discussions among those working in different areas or disciplines. It could also be suitable for international comparative studies. In addition to various relational decisions also described in the literature, knowledge of business relationship value would equally be of use in the field of strategic management and during decisions concerning basic resources. This knowledge becomes necessary and useful during the decision-making process and isparticularly interesting if we consider the intuitive nature of many decision-making processes.
Journal: ( – )
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Publish Year: 2004
Conference: Copenhagen, Denmark (2004)