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Role of Relational intent in B2B channel relations for their exchange valuations
preprintposted 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 interestnone
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- Independent researcher
Lead author institutionsteel authority of India
Ethics statementAll the data used were primary research generated by author.
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