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How do relationship characteristics create relationship value? Evidence from high-tech SMEs

Kim, Young-Ah, Tzokas, Nikolaos, Chryssochoidis, George (2018) How do relationship characteristics create relationship value? Evidence from high-tech SMEs. In: EMAC 2018. . (doi:Session PS2.09) (KAR id:66875)

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Relationship value in the business market and its positive impacts on firm performance

& Jantrania, 1994). Furthermore, many scholars such as Wilson & Jantrania (1994) have

sub-dimensional relationship value. However, there is still lack of empirical studies about

relationship characteristics and firm relationship performance. We can assume that firms can

dimensions of relationship characteristics with partners and each dimension of relationship

in the high tech industries face on a shorter span of product life cycle, higher uncertainties or

reduce risks and to have competitive advantages. Therefore, understanding of how high-tech

characteristics create different types of relationship value is critical in SMEs context.

three ways. First, by investigating the influences of different types of relationship

SMEs, this study stresses the importance of dimensions of relationship value which prior

evidence yet. The results of the analysis provide high-tech SMEs with practical implications

developing each dimension of relationship characteristics with alliance partners. Second, with

relationship value based on a resource-based theory by developing the measurement items for

SMEs. Finally, this study fills an important gap in relationship marketing literature by

providing an in-depth investigation of how SMEs can achieve overall performance.

Item Type: Conference or workshop item (Paper)
DOI/Identification number: Session PS2.09
Uncontrolled keywords: Relationship Value, SME
Subjects: H Social Sciences > HF Commerce > HF5415 Marketing
Divisions: Faculties > Social Sciences > Kent Business School
Faculties > Social Sciences > Kent Business School > Marketing
Depositing User: George Chryssochoidis
Date Deposited: 30 Apr 2018 14:25 UTC
Last Modified: 31 Dec 2019 00:00 UTC
Resource URI: (The current URI for this page, for reference purposes)
Chryssochoidis, George:
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