دانلود مقاله ISI انگلیسی شماره 1478
ترجمه فارسی عنوان مقاله

ایجاد ارزش در چرخه عمر روابط : تجزیه و تحلیل شبه طولی

عنوان انگلیسی
Value creation in the relationship life cycle: A quasi-longitudinal analysis
کد مقاله سال انتشار تعداد صفحات مقاله انگلیسی
1478 2006 8 صفحه PDF
منبع

Publisher : Elsevier - Science Direct (الزویر - ساینس دایرکت)

Journal : Industrial Marketing Management, Volume 35, Issue 1, January 2006, Pages 20–27

ترجمه کلمات کلیدی
- ارزش ارتباط - چرخه عمر رابطه - ابعاد ارزش
کلمات کلیدی انگلیسی
پیش نمایش مقاله
پیش نمایش مقاله  ایجاد ارزش در چرخه عمر روابط : تجزیه و تحلیل شبه طولی

چکیده انگلیسی

Among the growing literature on value creation in collaborative buyer–seller relationships, most researchers examine relationship value at a single point in time. In the present research, we explore whether different stages of the relationship life cycle moderate the relative importance of value-creating dimensions. To shed light on the dynamic nature of value in B2B relationships, we present the results of a survey among purchasing managers using a quasi-longitudinal research design. Our findings confirm the moderating role of the relationship life cycle in value creation. More precisely, our results indicate that a key supplier's potential for value creation in customer's operations increases in relative importance as relationships move through the life cycle. In turn, supplier's capabilities to create superior value at the level of the customer's sourcing process display a decreasing role over the life cycle of a business relationship. No significant link was found in the present study between value creation through a supplier's core offering and different stages of a buyer–seller relationship.