Value dimensions and relationship postures in dyadic 'key relationship programmes'

Henneberg, S and Pardo, C and Mouzas, S and Naudé, P (2009) Value dimensions and relationship postures in dyadic 'key relationship programmes'. Journal of Marketing Management, 25 (5-6). pp. 535-550. ISSN 0267-257X

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Abstract

Business-to-business marketing is often concerned with the way in which companies manage strategically important relationships with their counterparts: their Key Relationship Programmes (KRPs). These relationships can be managed through the implementation of specific managerial and organisational structures, commonly implemented via Key Account Programmes (on the supplier side) or Key Supplier Programmes (on the customer side). Underlying this managerial process is an implicit assumption that these important relationships bring some form of additional value to one or both parties involved. However, a dyadic view of how this value is created and shared between the parties remains an under-researched area. In this conceptual paper, we use the multi-faceted value construct introduced in Pardo et al. (2006) and posit that the buyer's or seller's value strategies can be best understood as being internally, exchange, or relationship based. This in turn allows us to analyse the value gained as being the outcome of one of nine generic key relationship postures within any dyadic KRP. We focus on an analysis of so-called "managed" relationship postures and identify a number of dyadic activities and competencies that we hypothesise are important in managing such KRPs, and which can form the basis for further empirical research.

Item Type: Journal Article
Journal or Publication Title: Journal of Marketing Management
Uncontrolled Keywords: /dk/atira/pure/subjectarea/aacsb/disciplinebasedresearch
Subjects:
Departments: Lancaster University Management School > Marketing
ID Code: 44932
Deposited By: ep_importer_pure
Deposited On: 11 Jul 2011 18:24
Refereed?: Yes
Published?: Published
Last Modified: 19 Sep 2019 23:58
URI: https://eprints.lancs.ac.uk/id/eprint/44932

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