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dc.contributor.authorBaxter, RA
dc.contributor.authorKleinaltenkamp, M
dc.contributor.editorIvens, B
dc.contributor.editorDaughtery, E
dc.date.accessioned2014-02-18T00:26:01Z
dc.date.accessioned2014-02-18T00:26:59Z
dc.date.accessioned2014-02-18T00:27:21Z
dc.date.available2014-02-18T00:26:01Z
dc.date.available2014-02-18T00:26:59Z
dc.date.available2014-02-18T00:27:21Z
dc.date.copyright2013-11-19
dc.date.issued2014-02-18
dc.identifier.citation6th International Conference on Business Market Management (BMM 2013) held at Otto-Friedrich-University Bamberg, Bamberg, Germany, 2013-06-20to 2013-06-22
dc.identifier.urihttp://hdl.handle.net/10292/6819
dc.description.abstractFor buyer-seller relationships to work effectively and efficiently as conduits for transmitting and integrating resources, and hence to act as value creation vehicles, each partner needs to invest in the relationship and needs to make it easy for the other partner to access their re-sources. However, as every investment is risky and it is not sure whether their aimed-at ob-jectives will be achieved, this paper addresses the question of which factors drive intention to invest into a customer relationship from a supplier’s perspective. Three main factors are iden-tified as investment drivers: first the relationship quality, second the suppliers’ expectation of future access to the important intangible resources in their customers, and third the relation-ship value perceived by the supplier. We propose that all three have a positive effect on the supplier’s intended resource inputs. After analyzing interview data from managers, the study analyzes survey data using the structural equation modeling technique and finds support for the propositions. We find that both relationship value and the expectation of future access to the resources in their customers have direct effects on suppliers’ intentions to invest. Rela-tionship quality also has a strong effect, which is mediated by the other two drivers.
dc.publisherOtto-Friedrich-University Bamberg
dc.relation.replaceshttp://hdl.handle.net/10292/6817
dc.relation.replaces10292/6817
dc.relation.replaceshttp://hdl.handle.net/10292/6818
dc.relation.replaces10292/6818
dc.relation.urihttp://www.business-market-management.de/
dc.rightsNOTICE: this is the author’s version of a work that was accepted for publication. Changes resulting from the publishing process, such as peer review, editing, corrections, structural formatting, and other quality control mechanisms may not be reflected in this document. Changes may have been made to this work since it was submitted for publication. A definitive version was subsequently published in (see Citation). The original publication is available at (see Publisher's Version).
dc.subjectIntangible
dc.subjectPerformance
dc.subjectRelationship
dc.subjectResources
dc.titleIntended resource inputs into customer relationships
dc.typeConference Contribution
dc.rights.accessrightsOpenAccess
aut.conference.typePaper Published in Proceedings
pubs.elements-id161406


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