Gaining access to customers’ resources through relationship bonds

Simple item page
aut.relation.endpage69
aut.relation.issue2
aut.relation.pages13
aut.relation.startpage56
aut.relation.volume6
aut.researcherBaxter, Roger Arthur
dc.contributor.authorBaxter, RA
dc.date.accessioned2014-02-17T23:00:07Z
dc.date.available2014-02-17T23:00:07Z
dc.date.copyright2013
dc.date.issued2013
dc.description.abstractIn order to get good access to a buyer’s resources, which contribute to relationship value creation, a seller needs to put resources into the relationship, and the bonds between the buyer and seller need to be strong. This paper reports on a preliminary study that assesses how the expected level of input of resources by sellers into business-to-business buyer-seller relationships and the strength of relationship bonds affects sellers’ access to their buyers’ resources. The paper’s focus is on access to the buyer’s less imitable intangible resources, such as downstream market knowledge, which provide long-term competitive advantage. Based on extant literature and interviews with managers, the study proposes a model which includes relationship bonds as a mediator of the effect of seller’s resource input on their access to their buyers’ resources. The study applies structural equation modeling to survey data to test this model and finds support for it.
dc.identifier.citationJournal of business market management, vol.6(2), pp.56 - 69 (13)
dc.identifier.issn1864-0761
dc.identifier.urihttps://hdl.handle.net/10292/6814
dc.languageEnglish
dc.publisherGabler Verlag
dc.relation.urihttp://www.jbm-online.net/index.php/jbm/article/view/12
dc.rightsSince 2012, vol 5(1), this work is licensed under a Creative Commons Attribution-NoDerivs 3.0 Unported License.
dc.rights.accessrightsOpenAccess
dc.subjectBusiness to business
dc.subjectBonds
dc.subjectBuyer-seller relationship
dc.subjectCollaboration
dc.subjectExchange
dc.subjectInteraction
dc.subjectRelationship
dc.titleGaining access to customers’ resources through relationship bonds
dc.typeJournal Article
pubs.elements-id161405
pubs.organisational-data/AUT
pubs.organisational-data/AUT/Business & Law
pubs.organisational-data/AUT/Business & Law/Marketing
pubs.organisational-data/AUT/Business & Law/Marketing/Marketing PBRF 2012
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