Baxter, RA2011-09-302011-09-302011-09-302011-09-302006-12-042006-12-04Proceedings of the Australian and New Zealand Marketing Academy Conference (ANZMAC'06), Brisbane, Australia1 74109 139 9 (Program and Abstracts) 1 74107 159 3 (Proceedings-CD)https://hdl.handle.net/10292/2177This paper describes alternative models of intangible value, in business to business buyer-seller relationships, to the one reported by Baxter and Matear (2004). The perspective is that of the seller. Using Baxter and Matear’s dimensions, it provides theoretical arguments, based on the resource based view, the intellectual capital literature, and other conceptual bases, for the model as compared with three rival models. The empirical evidence to date in support of the original model is discussed.Copyright © 2006 QUT. All rights reserved. Authors retain the right to place his/her pre-publication version of the work on a personal website or institutional repository. This article may not exactly replicate the final version published. It is not the copy of record. An electronic version of this article can be found online at: (Please see Publisher’s Version).Conference ContributionOpenAccess636