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

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posted on 09.07.2021, 20:55 by ANINDYA 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.

Funding

self

History

Declaration of conflicts of interest

none

Corresponding author email

efpm01002@iiml.ac.in

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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