Frontpage  About  admin@impgroup.org
Paper info: Developing a Standard Scale of Relationship Value in Business Markets

Title


Developing a Standard Scale of Relationship Value in Business Markets

Authors


Andreas Eggert and Wolfgang Ulaga

Place of Publication


The paper was published at the 17th IMP-conference in Oslo, Norway in 2001.

Download


Download paper
(400.6 kb)

Abstract


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.