Paper info: Analysis of Business Interactions and Values from the Buyer's Side in the Hungarian Hospital Market
Analysis of Business Interactions and Values from the Buyer's Side in the Hungarian Hospital Market
Corvinus University Budapest
ECOLE DE MANAGEMENT DE NORMANDIE
Budapest University of Technology and Economics
Place of Publication
The paper was published at the 24th IMP-conference in Uppsala, Sweden in 2008.
In this research the value of business relationship is considered as a concept that expresses usefulness and motivation recognised in, or assigned to a business relationship. Usefulness means the economic side and motivation indicates the social side of value (Mandják, 2003, Mandják and Simon, 2007). Usefulness and motivation are value types that determine the value of business relationships. Value types have three levels, exchange, relational and network levels. Each value type in each level is composed by different value constituents.The main goal of our research is to better understand the Hungarian hospitals' behaviour in their relationship with drug suppliers. In this paper we investigate business relationship value applying a particular part of the Integrated Business Relationship Value Model. The analysis of the relation of the value constituents to each other, may lead us to reveal the examined Hungarian hospitals' behaviour types toward their drug suppliers. According to the results of our research, five different behaviour types could be identified.