Literature on relationship value is increasingly stressing the complexity of the concept in addition to the traditional economic view. Such complexity has been translated into five key features of relationship, which have shown to have important consequences for relationship management. This paper is aimed at understanding the implications deriving from the 5 characteristics of relationship value and the way they can be managed. The study is based on 72 interviews in the Mikron Tool’s business network.
Corsaro, D., Key features of Relationship Value and their Management, in Smart life. dall'innovazione tecnologica al mercato, (Milano, 03-04 October 2013), Società Italiana Marketing, Milano 2013: N/A-N/A [http://hdl.handle.net/10807/89065]
Key features of Relationship Value and their Management
Corsaro, DanielaPrimo
2013
Abstract
Literature on relationship value is increasingly stressing the complexity of the concept in addition to the traditional economic view. Such complexity has been translated into five key features of relationship, which have shown to have important consequences for relationship management. This paper is aimed at understanding the implications deriving from the 5 characteristics of relationship value and the way they can be managed. The study is based on 72 interviews in the Mikron Tool’s business network.
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