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Managing buyer-seller relationships in industrial markets: A value creation perspective

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  • Smirnova, Maria M.

Abstract

The paper reports on the importance of customer relationships in industrial markets. Our study investigates the way customer relationships increase competitiveness and effective differentiation of industrial firms. The study contributed to the analysis of relationship value creation mechanism and understanding of the role of firm's relational capabilities. We focus on the supplier perceived value and its monetary and non-monetary aspects, and propose to look on the possibilities to obtain advantages by turning inwardly the supplier's firm and analyzing information about firm's relational assets and relational capabilities. The paper presents the conceptual model of relationship-based advantage creation and some findings from empirical study on the base of a sample of 185 German industrial firms.

Suggested Citation

  • Smirnova, Maria M., 2006. "Managing buyer-seller relationships in industrial markets: A value creation perspective," Working Papers 862, Graduate School of Management, St. Petersburg State University.
    • Handle: RePEc:sps:wpaper:862
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    File URL: https://dspace.spbu.ru/handle/11701/862
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    References listed on IDEAS

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    1. Douglas W. Vorhies & Michael Harker, 2000. "The Capabilities and Perfor Mance Advantages of Market†Driven Firms: An Empirical Investigation," Australian Journal of Management, Australian School of Business, vol. 25(2), pages 145-171, September.
    2. Andreas Eggert & Wolfgang Ulaga, 2002. "Customer perceived value: a substitute for satisfaction in business markets?," Post-Print hal-00484980, HAL.
    3. Wolfgang Ulaga, 2001. "Customer Value in Business Markets: An Agenda for Inquiry," Post-Print hal-00485122, HAL.
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    Cited by:

    1. Nataliia Butenko & Liudmyla Kot, 2019. "Methodological Approaches To The Evaluation Of The Effectiveness Of Partnership Relations," Baltic Journal of Economic Studies, Publishing house "Baltija Publishing", vol. 5(4).

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