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Relationship Value in Business Market: The Construct and its Dimension

Abstract : In recent years, the concept of relationship value has attracted increasing attention among marketing researchers and practitioners alike. Despite a growing body of literature in this area, no generally accepted conceptualization of relationship value has emerged from the marketing literature. The present paper investigates the theoretical foundations of relationship value and identifies seven underlying dimensions. It is suggested that relationship value should be conceptualized as a formative, multi-dimensional, higher-order construct. This conceptualization is tested using data from a cross-sectional survey among some 200 purchasing managers from manufacturing companies. The scale development process is presented and directions for future research are discussed.
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https://hal-hec.archives-ouvertes.fr/hal-00482539
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Submitted on : Monday, May 10, 2010 - 4:37:51 PM
Last modification on : Monday, May 10, 2010 - 4:37:51 PM

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Wolfgang Ulaga, Andreas Eggert. Relationship Value in Business Market: The Construct and its Dimension. Journal of Business to Business Marketing, Taylor & Francis (Routledge), 2005, Vol.12,n°1, pp.73-99. ⟨10.1300/J033v12n01_04⟩. ⟨hal-00482539⟩

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