Abstract
Although value creation is the overarching goal of interfirm exchange relationships, there is little research on relationship value in business markets in general and in global business markets in particular. The current research draws on the theoretical perspectives of dynamic capabilities, relational contracting, industry structure view, and Uppsala model of internationalization and synthesizes their insights to develop a model of customer-perceived relationship value in importer-exporter relationships. A mail survey was used to collect data from 211 import distributors of industrial products. The study results indicate that exporter core offering and customer responsiveness capabilities, importer market-sensing and customer relationship management capabilities, relational governance, psychic distance, and environmental munificence are important determinants of relationship value, while contractual governance has no detectable effect. Theoretical and managerial implications of the findings are discussed and future research directions are presented.
Original language | English |
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Pages (from-to) | 158-168 |
Number of pages | 11 |
Journal | Industrial Marketing Management |
Volume | 78 |
Early online date | 18 Dec 2017 |
DOIs | |
Publication status | Published - Apr 2019 |
Keywords
- Relationship value
- core offering
- customer responsiveness
- market sensing
- customer relationship management
- relational and contractual governance
- psychic distance
- environmental munificence
- importer
- exporter
Profiles
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Athina Zeriti
- Norwich Business School - Associate Professor in Marketing
- Tyndall Centre for Climate Change Research - Member
- Marketing - Member
Person: Research Group Member, Research Centre Member, Academic, Teaching & Research