A model of value creation - Supplier behaviors and their impact on reseller-perceived value

被引：71
|
作者：
Simpson, PM [1 ]
Siguaw, JA
Baker, TL
机构：
[1] NW State Univ Louisiana, Coll Business, Natchitoches, LA 71497 USA
[2] Cornell Univ, Sch Hotel Adm, Ithaca, NY 14853 USA
[3] Univ N Carolina, Cameron Sch Business, Wilmington, NC 28401 USA
来源：
INDUSTRIAL MARKETING MANAGEMENT | 2001年 / 30卷 / 02期
关键词：
D O I：
10.1016/S0019-8501(00)00138-3
中图分类号：
F [经济];
学科分类号：
02 ;
摘要：
Academicians have long recognized that channel partners can create real value for one another, yet almost no research has been conducted to examine how value is created for a channel partner or what consequences accrue to the channel partners. The purpose of this research is to develop a conceptual framework of determinants and effects of value creation. The model begins by describing market-oriented behaviors that evoke supplier activities and behavior designed to create value for the reseller. The framework concludes with likely consequences of reseller-perceived value and moderating effects. (C) 2001 Elsevier Science Inc. All rights reserved.
引用
收藏
页码：119 / 134
页数：16
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