The Business Relationship Value over Time
AbstractMotivation. While the relationship value was explored in terms of defining and composition of this value, there is little research measuring the relationship value and investigating the associations between relationship value development and time.Purpose. The aim of the paper is to propose a conceptual framework concerning the path of the relationship value development over time.Design/methodology. The aim has been achieved through answering the following research questions supported with extensive literature studies: a) what is time in business relationships, b) how to define and measure the relationship value, c) how does the relationship value change over time? Findings. 1) the relationship value is the balance between the value received from the exchange partner and the value provided by the enterprise; 2) the relationship value might be considered in the perspective of the past as an obtained value, in the perspective of the future as an expected value; 3) time might be considered from both points of view as an ongoing clock-time and an event time; 4) relationships are always dynamic and they don’t follow a predetermined pattern of a life cycle, instead following indeterminate paths from one ‘‘state’’ to another; 5) the path of the relationship value development shows the evolution of the course and changes to the relationship value in the perspectives of both clock time and event time.Implications. The proposed measurement method of the relationship value could be used by managers to decide what relationships and with whom to shape them in the present and future.
|Publication size in sheets||0.5|
Soliman Khalid S. (eds.): Vision 2020: Sustainable Economic Development and Application of Innovation Management from Regional expansion to Global Growth. Proceedings of the 32nd International Business Information Management Association Conference (IBIMA), 2018, International Business Information Management Association (IBIMA), ISBN 9780999855119, 8422 p.
Soliman_Vision_2020_Sustainable_Economic_Development.pdf / No licence information (file archived - login or check accessibility on faculty)
32nd IBIMA Conference proceedings - Part 9 of 9.pdf / No licence information (file archived - login or check accessibility on faculty)
|Keywords in English||relationship value, relationship value development, path of relationship value development, relationship value measurement|
|Score||= 70.0, 17-01-2020, ChapterFromConference|
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