Affordable Access

Publisher Website

A Model of Value Creation:Supplier Behaviors and Their Impact on Reseller-Perceived Value

Authors
Journal
Industrial Marketing Management
0019-8501
Publisher
Elsevier
Publication Date
Volume
30
Issue
2
Identifiers
DOI: 10.1016/s0019-8501(00)00138-3
Disciplines
  • Design

Abstract

Abstract Academicians have long recognized that channel partners can create real value for one another, yet almost no research has been conducted to examine how value is created for a channel partner or what consequences accrue to the channel partners. The purpose of this research is to develop a conceptual framework of determinants and effects of value creation. The model begins by describing market-oriented behaviors that evoke supplier activities and behaviors designed to create value for the reseller. The framework concludes with likely consequences of reseller-perceived value and moderating effects.

There are no comments yet on this publication. Be the first to share your thoughts.