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Relationship Marketing Key Concepts as Relationship Value Determinant

Author

Listed:
  • Aida Ben Jemaa
  • Nadine Tournois

    (GRM - Groupe de Recherche en Management - EA 4711 - UNS - Université Nice Sophia Antipolis (1965 - 2019) - IAE Toulon - Institut d'Administration des Entreprises (IAE) - Toulon - UTLN - Université de Toulon)

Abstract

Although the literature about association between relationship marketing key elements and relationship value concept in Business to Business (B to B) context is condensed, it remains fairly fragmented. An empirical validation of a model presenting the impact of the first concept on the second one was conducted through a survey considering 292 purchasing managers of the electronic subcontracting sector in France. This research presents a contribution since it suggests ways of improvement for researchers and managers seeking to improve the value of relationships in B to B contex

Suggested Citation

  • Aida Ben Jemaa & Nadine Tournois, 2014. "Relationship Marketing Key Concepts as Relationship Value Determinant," Post-Print hal-02103109, HAL.
    • Handle: RePEc:hal:journl:hal-02103109
    DOI: 10.5171/2014.201710
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    Cited by:

    1. Rafal Szymanski, 2023. "Innovation of Enterprises in the West Pomeranian Voivodeship – A Regional Perspective," European Research Studies Journal, European Research Studies Journal, vol. 0(3), pages 740-749.

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