Value creation through relationship closeness

Value creation and firm sales performance: The mediating roles of strategic account management and relationship perception

“…Ritter (2006) proposed that value creation is predicated on communicating product, process, or market competencies to the customer. The second theme suggests that value creation is a relational activity undertaken by boundary spanning roles (e.g., Srivastava & Singh, 2010;Ulaga & Chacour, 2001). This stream argues that value is created at the relational interface rather than embedded in the offerings.…”

The effect of adaptation and trust on positional advantage of companies in B2B relationships: the moderating role of relationship value

“…We have tested a validation of the preliminary research model by ISM, as suggested by Srivastava and Singh (2010), using a focus group of five experts from companies and academia in Slovenia with relevant knowledge, skills and backgrounds on the basis of brainstorming. ISM has been used for identifying and summarising relationships among specific variables in our preliminary research model.…”

“…ISM has been used for identifying and summarising relationships among specific variables in our preliminary research model. It has provided us with a means by which order and direction can be imposed on the complexity of our variables (Mandal & Deshmukh, 1994;Srivastava & Singh, 2010). On the basis of the ISM framework, adaptation, trust and relationship value have been identified as antecedents of positional advantage.…”

“…In the first phase of our research, we have tested a validation of our theoretical structural research model with a framework for positional advantage of the company through relationship value by Interpretive Structural Modelling (ISM) (Sage, 1977;Srivastava & Singh, 2010). Based on the above framework, we have proposed research hypotheses that have been empirically tested in the second (quantitative) phase of our research.…”

Customer value from a customer perspective – a comprehensive review

“…In this context, a significant enhancement of the PCV construct is the addition of relational attributes. In their PCV approach, Ravald and Grönroos (1996) assume that the relationship between a customer and a company has great influence on the perceived value of a customer (see also Srivastava and Singh 2010). The longer a relationship endures and the greater its intensity, the more the focus of how the product or service is judged shifts to a judgment of the benefit/sacrifice attributes of the relationship.…”