Conference paper
The Value Buyers and Sellers place on Supply Chain Relationships: A Relationship Value Continuum
Proceedings of the 3rd Australian and New Zealand Academy of Management Operations Management Symposium, pp.1-13
Australian and New Zealand Academy of Management (ANZAM) Annual Conference, 3rd (Canberra, Australia, 07-Dec-2005–10-Dec-2005)
Australian and New Zealand Academy of Management (ANZAM)
2005
Abstract
In a competitive market, a firm's ability to compete is strongly linked to its business-to-business relationships and their resourcefulness in creating sustainable competitive advantage. Stable buyer/seller cooperative relationships are therefore an essential tool for firms to enhance their organisational performance in the marketplace. To develop and maintain the levels of relationships, participating firms need to recognise the value created by their relationships. Whilst both academics and practitioners tentatively agree on the broad understanding of the term 'value', few studies have identified value from an organisational perspective in the relationship context, other than the single constant of relationship value itself. This research reviews value from both the customer and organisational perspective and proposes a typology of relationship values. This article provides a relationship value continuum identifying four types of relationship value constructs. This continuum contributes to understanding the worth of the buyer / seller relationships.
Details
- Title
- The Value Buyers and Sellers place on Supply Chain Relationships: A Relationship Value Continuum
- Authors
- Michael D Clements (Author) - Lincoln University, United StatesD L Dean (Author) - Lincoln University, United StatesD A Cohen (Author) - Lincoln University, United States
- Contributors
- Paul Hyland (Editor)Gordon Stewart (Editor)
- Publication details
- Proceedings of the 3rd Australian and New Zealand Academy of Management Operations Management Symposium, pp.1-13
- Conference details
- Australian and New Zealand Academy of Management (ANZAM) Annual Conference, 3rd (Canberra, Australia, 07-Dec-2005–10-Dec-2005)
- Publisher
- Australian and New Zealand Academy of Management (ANZAM)
- Date published
- 2005
- Copyright note
- Copyright © 2005 ANZAM. Reproduced with permission of the publisher.
- Organisation Unit
- University of the Sunshine Coast, Queensland
- Language
- English
- Record Identifier
- 99450113802621
- Output Type
- Conference paper
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