The emergence of various approaches in relationship marketing has transformed business
marketing practices in managing strategic clients. In this direction, firms have embraced Key …

Key account management (KAM) supports the profitability and financial sustainability of firms
in business-to-business markets. It also attracts considerable academic research. However …

Managing the complex network of cross-functional, cross-firm interactions that lead to value
co-creation in business-to-business (B2B) relationships is a challenge. Managers need …

Economic value has always been the main consideration in decisions regarding alternative
courses of action in management. The relationship perspective that became popular in …

A growing body of scholars are advocating a better understanding of how value is created in
business networks, rather than merely in business relationships or at the level of single …

The interactional, interdependent, and dynamic nature of value co-creation has made value
management in business relationships a particularly challenging issue for both …

Perceived value is of primary concern for researchers and practitioners in the business-to-
business (B2B) and business-to-consumer (B2C) spheres. However, the scientific …

Purpose The existing literature is fragmented across disciplines and does not provide a
holistic, comprehensive view on how value is created, deployed and captured. This paper …

Purpose–The paper analyses how public buyers transition from procuring single products
and services to procuring complex performance (PCP). The aim is to examine the change in …

The importance of the fair appropriation of co-created value in business relationships has
been widely emphasised in the literature. However, in business relationships, value can be …