Intangible relationship value: towards deeper understanding

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aut.researcherBaxter, Roger Arthur
dc.contributor.authorBaxter, RA
dc.contributor.authorZhang, A
dc.date.accessioned2011-09-30T00:31:03Z
dc.date.available2011-09-30T00:31:03Z
dc.date.copyright2006-12-04
dc.date.issued2006-12-04
dc.description.abstractThis paper briefly reviews recent research into the value of buyer-seller relationships and then focuses specifically on the business to business context. It identifies the different approaches of the published research to the multiple perspectives of a relationship that can be adopted, such as: that of the buyer versus the seller; the identification of value drivers versus dimensions; tangible versus intangible aspects; and the differing extents to which human aspects of the relationship are considered. It then describes a replication which supports Baxter and Matear’s (2004) study of the dimensions of the intangible aspects of business to business buyer-seller relationships, synthesised from the intellectual capital literature.
dc.identifier.citationProceedings from the Australian and New Zealand Marketing Academy (ANZMAC'06), Brisbane, Australia
dc.identifier.isbn1-74109-139-9 (Program and Abstracts) 1-74107-159-3 (roceedings-CD)
dc.identifier.urihttps://hdl.handle.net/10292/2175
dc.publisherAustralian and New Zealand Marketing Academy (ANZMAC)
dc.relation.urihttp://pandora.nla.gov.au/pan/25410/20070805-0006/smib.vuw.ac.nz_8081/WWW/ANZMAC2006/documents/Baxter_Roger2.pdf
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.rights.accessrightsOpenAccess
dc.titleIntangible relationship value: towards deeper understanding
dc.typeConference Contribution
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
pubs.organisational-data/AUT/PBRF Researchers
pubs.organisational-data/AUT/PBRF Researchers/Business & Law PBRF Researchers
pubs.organisational-data/AUT/PBRF Researchers/Business & Law PBRF Researchers/B & L Marketing & Advertising
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