How value is assessed within B2B relationships
What is it about?
This paper analyses the assessment of value resulting from a B2B service relationship as experienced by relevant constituencies in both the client and service provider organisations. Building on data derived from detailed interviews with 38 practitioners across three long-term service relationships, a framework is developed to describe the factors that contribute to value assessments. The relative importance of these for each constituency is also described in this framework.
Why is it important?
Most studies of value to date have focused on B2C contexts, and/or on goods-oriented exchanges. This study explores the under-researched area of B2B service relationships. Whereas most studies to date have focused on value creation and value appropriation, this study develops novel perspectives by analysing how value is assessed by parties involved in these relationships.
The following have contributed to this page: Dr Paul Martin Lyons
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