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Relationship Value in Business Market: The Construct and its Dimension

Author

Listed:
  • Wolfgang Ulaga

    (ESCP-EAP - ESCP-EAP - Ecole Supérieure de Commerce de Paris)

  • Andreas Eggert

    (Department of Marketing, University of Kaiserslautern - University of Kaiserslautern)

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.

Suggested Citation

  • Wolfgang Ulaga & Andreas Eggert, 2005. "Relationship Value in Business Market: The Construct and its Dimension," Post-Print hal-00482539, HAL.
    • Handle: RePEc:hal:journl:hal-00482539
    DOI: 10.1300/J033v12n01_04
    as

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    Citations

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    Cited by:

    1. Rod Mccoll & Yann Truong & Antonella La Rocca, 2019. "Service guarantees as a base for positioning in B2B," Post-Print hal-02326105, HAL.
    2. Lees, Nic J. & Nuthall, P.L. & Wilson, M.M.J., 2016. "The impact of relationship quality on supplier performance in New Zealand agri-food supply chains," 26th International Food and Agribusiness Management Association (IFAMA) World Forum, 2016, Aarhus, Denmark 273035, International Food and Agribusiness Management Association (IFAMA).
    3. Matinmikko-Blue, Marja & Yrjölä, Seppo & Ahokangas, Petri & Seppänen, Veikko & Hämmäinen, Heikki & Jurva, Risto, 2019. "Value of the spectrum for local mobile communication networks: Insights into awarding and pricing the 5G spectrum bands," 30th European Regional ITS Conference, Helsinki 2019 205199, International Telecommunications Society (ITS).
    4. Carla Rodriguez-Sanchez & Francisco J. Sarabia-Sanchez, 2020. "Does Water Context Matter in Water Conservation Decision Behaviour?," Sustainability, MDPI, vol. 12(7), pages 1-16, April.
    5. Sandesh, Sadasivan Pillai & .S, Sreejesh & Paul, Justin, 2023. "Key account management in B2B marketing: A systematic literature review and research agenda," Journal of Business Research, Elsevier, vol. 156(C).
    6. Vos, F.G.S. & Van der Lelij, R. & Schiele, H. & Praas, N.H.J., 2021. "Mediating the impact of power on supplier satisfaction: Do buyer status and relational conflict matter?," International Journal of Production Economics, Elsevier, vol. 239(C).
    7. Clément Marinos, 2018. "Explicitation des solidarités territoriales par les réseaux de dirigeants d’entreprises," Post-Print hal-01469575, HAL.
    8. Struwe, Sascha & Slepniov, Dmitrij, 2021. "Conflict by design and why institutions matter in service design: A case of a German Creative Agency in China," Journal of Business Research, Elsevier, vol. 130(C), pages 124-136.
    9. Diamantopoulos, Adamantios, 2010. "Reflective and formative metrics of relationship value: Response to Baxter's commentary essay," Journal of Business Research, Elsevier, vol. 63(1), pages 91-93, January.
    10. Scridon Mircea-Andrei, 2019. "Does Emotional Value Play a Role in the Relationship between Risk and Loyalty?," Marketing – from Information to Decision Journal, Sciendo, vol. 2(2), pages 35-42, December.
    11. Guo, Chiquan & Wang, Yong J. & Metcalf, Ashley, 2014. "How to calibrate conventional market-oriented organizational culture in 21st century production-centered firms? A customer relationship perspective," International Journal of Production Economics, Elsevier, vol. 156(C), pages 235-245.
    12. Professor Anil Keskar & More Pranay, 2018. "Relationship Value –A Study of Various Published Articles," Indian Journal of Commerce and Management Studies, Educational Research Multimedia & Publications,India, vol. 9(2), pages 96-112, May.

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