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Quality Of Buyer-Seller Relationships From A Value Creation Perspective

Author

Listed:
  • Radoslav Škapa

    (Masaryk University, Czech Republic)

  • Eva Kubátová

    (Masaryk University, Czech Republic)

Abstract

— The economic performance of a company does not depend on the company itself, but on its relationships to other subjects and the ability to create value from such relationships. A paradigm shift in management towards a network perspective goes hand in hand with a new understanding of value and the value-creation process. In our article we try to identify direct and indirect ways of how value is created in relationships. We also analyse two different kinds of relationships to prove that relationships which stimulate the further development of companies create value more indirectly than relationships which just support the economic stability of companies.

Suggested Citation

  • Radoslav Škapa & Eva Kubátová, 2009. "Quality Of Buyer-Seller Relationships From A Value Creation Perspective," Portuguese Journal of Management Studies, ISEG, Universidade de Lisboa, vol. 0(2), pages 163-176.
    • Handle: RePEc:pjm:journl:v:xiv:y:2009:i:2:p:163-176
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