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Paper info: Relationship Value in business markets: the customer and supplier perspectives in ICT Security market

Title


Relationship Value in business markets: the customer and supplier perspectives in ICT Security market

Authors


Daniela Corsaro

Place of Publication


The paper was published at the 24th IMP-conference in Uppsala, Sweden in 2008.

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Abstract


Understanding value is a crucial task in business markets. Relationships are not all identical, some of them are more important and profitable than others and this consciousness can guide managers in addressing resources in their customer/supplier relationship portfolio (Gadde, Snehota, 2000). In past studies, value has often been associated with the concept of exchange, of product and service, leaving out relationship components, and thus leading to an incomplete representation of this concept. It was possible to go only partly beyond this limit through the introduction of the concept of Relationship Value, which represents a relatively new research area in the studies on business markets.Despite the recent interest by scholars in this area and the growing body of literature, there is no shared view about its definition and a generally accepted conceptualisation of its dimensions (Walter, Ritter, Gemunden 2001). Relationship Value is a broad topic which needs to be better understood (Payne, Holt , 2001: p. 177). A detailed review of the emerging literature reveals several unsolved research issues:- excessive focus on the customer\