Quality of Buyer-Seller Relationships from Value Creation Perspective

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Year of publication 2009
Type Article in Periodical
Magazine / Source Portuguese Journal of Management Studies
MU Faculty or unit

Faculty of Economics and Administration

Web http://pascal.iseg.utl.pt/~pjms/
Field Economy
Keywords Buyer-seller relationships; desk research; value and value creation
Description The economic performance of a company does not depend on the company itself, but on its relationships to other subjects and the ability to create value from such relationships. A paradigm shift in management towards a network perspective goes hand in hand with a new understanding of value and the value-creation process. In our article we try to identify direct and indirect ways of how value is created in relationships. We also analyse two different kinds of relationships to prove that relationships which stimulate the further development of companies create value more indirectly than relationships which just support the economic stability of companies.
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