Intrinsic value of business-to-business relationships

An empirical taxonomy

Sergio Biggemann*, Francis Buttle

*Corresponding author for this work

Research output: Contribution to journalArticle

44 Citations (Scopus)

Abstract

This article presents a new taxonomy of business relationship value consisting of four dimensions: personal, financial, knowledge and strategic value that reach beyond the cost/benefit conception of value that dominates existing literature. This new taxonomy is useful for understanding how participants in business-to-business interactions assess relationship value. The taxonomy accounts for all textual references to relationship costs, benefits and intrinsic value in this case-based research. Perceptions of relationship value are not always organizationally consistent because relationships are social constructions. Instead, the evaluation of relationship value is ultimately in the historic and social context of the focal relationship, other relationships, and expectations of the future.

Original languageEnglish
Pages (from-to)1132-1138
Number of pages7
JournalJournal of Business Research
Volume65
Issue number8
DOIs
Publication statusPublished - Aug 2012

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