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Lookup NU author(s): Professor Fred Lemke
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In recent years, the topic of value creation in industrial supplier-customer relationships has attained growing attention in marketing research and practice. As Walter et al. (2001, p. 365) state, “The essential purpose for a supplier and customer firm engaging in a relationship is to work together in a way that creates value for them.” Also, some of the studies inform that in order for the supplier-customer relationship to sustain, the creation of value for both of the parties of the dyad needs to take place (e.g., Ravald and Gronroos, 1996, Blois, 2004, Songailiene et al., 2011, Smals and Smits, 2012). Accordingly, both, supplier- and customer-perceived values are important when investigating supplier-customer relationships (Ritter and Walter, 2012, Walter et al., 2001). Despite that, the research on customer-perceived value and value creation for the customer firm is dominating, while there has been relatively scant attention to the supplier-perceived value and value creation for supplier firm study areas (Songailiene et al., 2011, Walter et al., 2001). This research, instead, addresses both, value creation for a supplier and for customer firms.
Author(s): Metreveli A, Wagner B, Lemke F
Publication type: Conference Proceedings (inc. Abstract)
Publication status: Published
Conference Name: 22nd International Colloquium on Relationship Marketing
Year of Conference: 2014
Pages: 281-284
Print publication date: 09/09/2014
Online publication date: 09/09/2014
Acceptance date: 01/08/2014
Publisher: Newcastle University Business School
URL: http://conferences.ncl.ac.uk/icrm2014/
