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Role of Relational intent in B2B channel relations for their exchange valuations

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posted on 2021-07-09, 20:55 authored by ANINDYA CHAKLADARANINDYA CHAKLADAR
A fresh perspective on value creation process in B2B relations is proposed based on relational intent. The study includes value creation literature and points to relational drivers towards creating relational values and proposes selective antecedents that can decide the intent of a relationship whic decides the value. A conceptual model is built and tested from data taken from Indian steel distribution channel and inferences are drawn. The study points to decrease in effect of power and control in channel and strengthens the resource sharing theories for relational perspectives.




Declaration of conflicts of interest


Corresponding author email

Lead author country

  • India

Lead author job role

  • Independent researcher

Lead author institution

steel authority of India

Human Participants

  • Yes

Ethics statement

All the data used were primary research generated by author.


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