Examining relationship value in cross-border business relationships: A comparison between correlational and configurational approaches

2018 ◽  
Vol 89 ◽  
pp. 280-286 ◽  
Author(s):  
Dionysis Skarmeas ◽  
Charalampos Saridakis ◽  
Constantinos N. Leonidou
Keyword(s):  
Business Relationships ◽  
Cross Border ◽  
Relationship Value

scholarly journals A Network Perspective of Value Co-Creation in Cross-Border Relationships: Changing from 'One of Them' to 'One of Us'

2021 ◽  
Author(s):  
◽  
Ruoyi Sun
Keyword(s):  
Resource Constraints ◽  
Theoretical Framework ◽  
Export Market ◽  
Local Network ◽  
Resource Integration ◽  
Business Relationships ◽  
Structural Barriers ◽  
Term Survival ◽  
Cross Border ◽  
Fundamental Goal

<p>For SME exporters, developing an effective value co-creation strategy appears to be a good way to overcome resource constraints and other market structural barriers in internationalisation. As an emerging topic in the marketing literature, value co-creation is mainly studied in B2C markets, and the understandings of value co-creation are still quite fragmented and abstract with limited empirical investigations. Inspired by the recent development of the business network theory and S-D logic, my thesis presents a new theoretical framework for value co-creation in cross-border business relationships. Through an in-depth case study, this research confirms ten propositions in relation to the theoretical framework and identifies the most important motives, attributes and outcomes of value co-creation. Some insights in the case are unique to value co-creation, such as hierarchical resource integration. The findings in this research indicate that the co-creation of symbolic value and the emerging value co-creation network will benefit participating firms and also attract more firms to join. Compared with other types of business relationships, the uniqueness of value co-creation is the significant interplay of trust and resource integration. More importantly, this study shows the creation of a novel network, including both B2C and B2B markets, which is wider than the integration of the prior individual networks. Overall, this new value co-creation network is competitive and viable for SME exporters to overcome internationalisation barriers. It also shifts the network position from being ‘one of them’ to becoming ‘one of us’ in the eyes of local network incumbents in the export markets. This is the fundamental goal that a SME exporter may achieve in the export market, for the benefit of long-term survival and growth.</p>

How relational drivers affect relationship value in key exporter-importer relationships: a dark side perspective

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Dario Miocevic
Keyword(s):  
Boundary Conditions ◽  
Dark Side ◽  
Hierarchical Regression ◽  
Relational Capital ◽  
Business Relationships ◽  
Content Type ◽  
B2b Marketing ◽  
Relationship Value ◽  
Relational Capabilities ◽  
The Relationship

Purpose B2B marketing scholarship has acknowledged that relational capital and relationship-specific investments (RSIs) are critical relational drivers for explaining the success of business relationships, especially those in an export-import (E-I) context. However, the literature is still inconclusive on whether E-I partners should accentuate relational drivers to the fullest in order to increase relationship value. By drawing on relational view of competitive advantage and literature that explored the dark side of business relationships, the author builds a conceptual model exploring the boundary conditions (historical ties and relational capabilities) upon which relational drivers enhance or diminish relationship value in key E-I relationships. Design/methodology/approach To test the proposed model, a survey was conducted among 114 industrial exporters from Croatia. The data was analyzed with the use of confirmatory factor analysis and hierarchical regression. Findings This study contributes to the international B2B literature in two ways. First, the findings show that in the case of strong historical ties between E-I partners, relational capital has an inverted U-shape association with the relationship value, whereas in the case of weak historical ties this relationship becomes linear. Second, the findings show that an importer’s RSI will lead to the highest relationship value when an exporter reciprocates through employing relational capabilities through which the exporter adapts his business model to the needs of the importer. In case of an exporter’s weak relational capabilities, the relationship between an importer’s RSIs and the relationship value flips into an inverted U-shape. Originality/value This study extends the literature on dark side of business relationships by offering insights into the boundary conditions that are essential for sustaining the relationship value in key E-I relationships. The study reveals that historical ties and relational capabilities represent boundary conditions that offer a more detailed explanation what is the optimal configuration of relational drives that would increase the relationship value between key E-I partners.

scholarly journals Antecedents and Consequences of Infidelity in Cross-Border Business Relationships

2017 ◽  
Vol 25 (1) ◽  
pp. 46-71 ◽  
Author(s):  
Leonidas C. Leonidou ◽  
Bilge Aykol ◽  
Thomas A. Fotiadis ◽  
Paul Christodoulides
Keyword(s):  
Business Relationships ◽  
Cross Border ◽  
Antecedents And Consequences

scholarly journals A Network Perspective of Value Co-Creation in Cross-Border Relationships: Changing from 'One of Them' to 'One of Us'

2021 ◽  
Author(s):  
◽  
Ruoyi Sun
Keyword(s):  
Resource Constraints ◽  
Theoretical Framework ◽  
Export Market ◽  
Local Network ◽  
Resource Integration ◽  
Business Relationships ◽  
Structural Barriers ◽  
Term Survival ◽  
Cross Border ◽  
Fundamental Goal

<p>For SME exporters, developing an effective value co-creation strategy appears to be a good way to overcome resource constraints and other market structural barriers in internationalisation. As an emerging topic in the marketing literature, value co-creation is mainly studied in B2C markets, and the understandings of value co-creation are still quite fragmented and abstract with limited empirical investigations. Inspired by the recent development of the business network theory and S-D logic, my thesis presents a new theoretical framework for value co-creation in cross-border business relationships. Through an in-depth case study, this research confirms ten propositions in relation to the theoretical framework and identifies the most important motives, attributes and outcomes of value co-creation. Some insights in the case are unique to value co-creation, such as hierarchical resource integration. The findings in this research indicate that the co-creation of symbolic value and the emerging value co-creation network will benefit participating firms and also attract more firms to join. Compared with other types of business relationships, the uniqueness of value co-creation is the significant interplay of trust and resource integration. More importantly, this study shows the creation of a novel network, including both B2C and B2B markets, which is wider than the integration of the prior individual networks. Overall, this new value co-creation network is competitive and viable for SME exporters to overcome internationalisation barriers. It also shifts the network position from being ‘one of them’ to becoming ‘one of us’ in the eyes of local network incumbents in the export markets. This is the fundamental goal that a SME exporter may achieve in the export market, for the benefit of long-term survival and growth.</p>

The value creation scale of supplier-distributor relationship in international markets

2015 ◽  
Vol 30 (2) ◽  
pp. 171-181 ◽  
Author(s):  
Chi-Shiun Lai ◽  
Delphine Ya-Chu Chan ◽  
Chin-Fang Yang ◽  
Wei-Chun Hsu
Keyword(s):  
Factor Analysis ◽  
Value Creation ◽  
Operating Performance ◽  
Test Reliability ◽  
Measurement Scale ◽  
Content Type ◽  
Cross Border ◽  
Relationship Value ◽  
The Relationship ◽  
Cross Border Cooperation

Purpose – The purpose of this study is to develop a value-creation measurement which is applicable to the supplier–overseas distributor relationship. As cross-border cooperation is increasingly important, there is yet no appropriate scale to measure the relationship value between the supplier and the distributor in cross-boundary context. Design/methodology/approach – With a view to establishing the measurement scale for the relationship value created between manufacturer and its overseas distributor, this study uses exploratory factor analysis, confirmatory factor analysis (CFA) and regression to test reliability, convergent validity, discriminant validity and nomological validity of the scale. Findings – The scale is made up of six factors, including “customer service”, “relationship interaction”, “cost reduction”, “product promotion”, “product sales” and “information offering”; subsequent statistical tests strongly support the measurement. Research limitations/implications – First, the sample collection was not conducted randomly, and the sample was limited to 190 valid questionnaires. Future research might be conducted randomly or in a longitudinal fashion to increase the sample size. Second, this study focuses mainly on manufacturers in the mechanical parts industry and was conducted unilaterally to discuss the creation of relationship value. It is suggested that future researchers investigate relationship value generated in cross-border cooperation from a bilateral perspective or discuss cooperative relationships in other industries. Practical implications – This study creates a functional scale to measure the supplier–distributor value creation in cross-border cooperation, and it proves that six factors pertaining to relationship value have significant positive correlation with operating performance; in this regard, in supplier–distributor cooperative relationship, more value the distributor creates for its supplier, the better the operating performance of the supplier will be. Originality/value – In the academic sense, this measurement will be of substantial help to future empirical research on a larger scale. When applied to practice, this measurement supplements the extant body of value-measuring tools and works as an evaluation index for choosing overseas distributor.

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