{"id":"https://openalex.org/W2311547301","doi":null,"title":"Developing a Standard Scale of Relationship Value in Business Markets","display_name":"Developing a Standard Scale of Relationship Value in Business Markets","publication_year":2001,"publication_date":"2001-01-01","ids":{"openalex":"https://openalex.org/W2311547301","mag":"2311547301"},"language":"en","primary_location":{"id":"mag:2311547301","doi":null,"is_oa":false,"landing_page_url":"https://impgroup.org/uploads/papers/271.pdf","pdf_url":null,"source":null,"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":null},"volume":null,"type":"article","is_traditional":true,"indexed_in":[],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5032121097","display_name":"Wolfgang Ulaga","orcid":"https://orcid.org/0000-0001-6413-6968","observed_orcids":["https://orcid.org/0000-0001-6413-6968"]},"institutions":[{"id":"https://openalex.org/I90326151","display_name":"Ecole des Hautes Etudes Commerciales du Nord","ror":"https://ror.org/05q7a8a02","country_code":"FR","type":"education","lineage":["https://openalex.org/I90326151"]}],"countries":["FR"],"is_corresponding":false,"raw_author_name":"Wolfgang Ulaga","raw_affiliation_strings":["EDHEC Business Sch"],"raw_orcid":"https://orcid.org/0000-0001-6413-6968","affiliations":[{"raw_affiliation_string":"EDHEC Business Sch","institution_ids":["https://openalex.org/I90326151"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5024669939","display_name":"Andreas Eggert","orcid":"https://orcid.org/0000-0001-7433-4714","observed_orcids":["https://orcid.org/0000-0001-7433-4714","https://orcid.org/0009-0004-4804-9601"]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Andreas Eggert","raw_affiliation_strings":[],"raw_orcid":"https://orcid.org/0000-0001-7433-4714","affiliations":[]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":2.3327,"has_fulltext":false,"cited_by_count":20,"citation_normalized_percentile":{"value":0.89155023,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":88,"max":96},"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.9535999894142151,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.9535999894142151,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10164","display_name":"Quality and Supply Management","score":0.042500000447034836,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11114","display_name":"Service and Product Innovation","score":0.0010000000474974513,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/relationship-value","display_name":"relationship value","score":0.9990000128746033},{"id":"https://openalex.org/keywords/industrial-markets","display_name":"industrial markets","score":0.906000018119812},{"id":"https://openalex.org/keywords/customer-supplier-relationships","display_name":"customer-supplier relationships","score":0.9150000214576721},{"id":"https://openalex.org/keywords/value-creation","display_name":"value creation","score":0.6990000009536743},{"id":"https://openalex.org/keywords/scale-development","display_name":"scale development","score":0.8510000109672546},{"id":"https://openalex.org/keywords/measurement-scales","display_name":"measurement scales","score":0.5019999742507935},{"id":"https://openalex.org/keywords/purchasing-managers","display_name":"purchasing managers","score":0.746999979019165},{"id":"https://openalex.org/keywords/industrial-enterprises","display_name":"industrial enterprises","score":0.8199999928474426},{"id":"https://openalex.org/keywords/strategic-benefits","display_name":"strategic benefits","score":0.9990000128746033},{"id":"https://openalex.org/keywords/personal-benefits","display_name":"personal benefits","score":0.9929999709129333}],"concepts":[{"id":"https://openalex.org/C9354725","wikidata":"https://www.wikidata.org/wiki/Q286017","display_name":"Operationalization","level":2,"score":0.8714637756347656},{"id":"https://openalex.org/C2780801425","wikidata":"https://www.wikidata.org/wiki/Q5164392","display_name":"Construct (python library)","level":2,"score":0.7368289232254028},{"id":"https://openalex.org/C2776291640","wikidata":"https://www.wikidata.org/wiki/Q2912517","display_name":"Value (mathematics)","level":2,"score":0.5972149968147278},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.5904844999313354},{"id":"https://openalex.org/C2778813691","wikidata":"https://www.wikidata.org/wiki/Q1369832","display_name":"Purchasing","level":2,"score":0.5767161250114441},{"id":"https://openalex.org/C2778755073","wikidata":"https://www.wikidata.org/wiki/Q10858537","display_name":"Scale (ratio)","level":2,"score":0.5621945858001709},{"id":"https://openalex.org/C147239956","wikidata":"https://www.wikidata.org/wiki/Q556441","display_name":"Business value","level":3,"score":0.5559647679328918},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.5158399939537048},{"id":"https://openalex.org/C90673727","wikidata":"https://www.wikidata.org/wiki/Q901718","display_name":"Product (mathematics)","level":2,"score":0.46124735474586487},{"id":"https://openalex.org/C182306322","wikidata":"https://www.wikidata.org/wiki/Q1779371","display_name":"Order (exchange)","level":2,"score":0.4497610330581665},{"id":"https://openalex.org/C40700","wikidata":"https://www.wikidata.org/wiki/Q1411783","display_name":"Industrial organization","level":1,"score":0.42179974913597107},{"id":"https://openalex.org/C56739046","wikidata":"https://www.wikidata.org/wiki/Q192060","display_name":"Knowledge management","level":1,"score":0.34559839963912964},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.22284939885139465},{"id":"https://openalex.org/C175444787","wikidata":"https://www.wikidata.org/wiki/Q39072","display_name":"Microeconomics","level":1,"score":0.21849149465560913},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.16466781497001648},{"id":"https://openalex.org/C111472728","wikidata":"https://www.wikidata.org/wiki/Q9471","display_name":"Epistemology","level":1,"score":0.0},{"id":"https://openalex.org/C119857082","wikidata":"https://www.wikidata.org/wiki/Q2539","display_name":"Machine learning","level":1,"score":0.0},{"id":"https://openalex.org/C138885662","wikidata":"https://www.wikidata.org/wiki/Q5891","display_name":"Philosophy","level":0,"score":0.0},{"id":"https://openalex.org/C62520636","wikidata":"https://www.wikidata.org/wiki/Q944","display_name":"Quantum mechanics","level":1,"score":0.0},{"id":"https://openalex.org/C33923547","wikidata":"https://www.wikidata.org/wiki/Q395","display_name":"Mathematics","level":0,"score":0.0},{"id":"https://openalex.org/C121332964","wikidata":"https://www.wikidata.org/wiki/Q413","display_name":"Physics","level":0,"score":0.0},{"id":"https://openalex.org/C2524010","wikidata":"https://www.wikidata.org/wiki/Q8087","display_name":"Geometry","level":1,"score":0.0},{"id":"https://openalex.org/C10138342","wikidata":"https://www.wikidata.org/wiki/Q43015","display_name":"Finance","level":1,"score":0.0},{"id":"https://openalex.org/C181622380","wikidata":"https://www.wikidata.org/wiki/Q26911","display_name":"Profit (economics)","level":2,"score":0.0},{"id":"https://openalex.org/C199360897","wikidata":"https://www.wikidata.org/wiki/Q9143","display_name":"Programming language","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"mag:2311547301","doi":null,"is_oa":false,"landing_page_url":"https://impgroup.org/uploads/papers/271.pdf","pdf_url":null,"source":null,"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":null}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[{"id":"https://openalex.org/study-designs/observational-study","display_name":"Observational Study"}],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":22,"referenced_works":["https://openalex.org/W15012861","https://openalex.org/W56417423","https://openalex.org/W1857042702","https://openalex.org/W1966851557","https://openalex.org/W1982858945","https://openalex.org/W1983954791","https://openalex.org/W1989528006","https://openalex.org/W1991623719","https://openalex.org/W2021949104","https://openalex.org/W2033648667","https://openalex.org/W2040780635","https://openalex.org/W2044602170","https://openalex.org/W2044994630","https://openalex.org/W2046752514","https://openalex.org/W2078789144","https://openalex.org/W2088788330","https://openalex.org/W2088998721","https://openalex.org/W2115362349","https://openalex.org/W2235659360","https://openalex.org/W2328987876","https://openalex.org/W2331940983","https://openalex.org/W3171191711"],"related_works":["https://openalex.org/W1971031315","https://openalex.org/W2074711598","https://openalex.org/W2352301178","https://openalex.org/W4411241741","https://openalex.org/W3013249446","https://openalex.org/W2044994630","https://openalex.org/W596335506","https://openalex.org/W1563184709","https://openalex.org/W2173102289","https://openalex.org/W2581845157"],"abstract_inverted_index":{"Value":[0],"creation":[1],"is":[2,18,97],"considered":[3],"as":[4],"key":[5],"to":[6,90],"collaborative":[7],"customer-supplier":[8],"relationships.":[9],"Despite":[10],"the":[11,21,44,70,87,91],"growing":[12],"body":[13],"of":[14,23,35,85,94],"research,":[15],"more":[16],"knowledge":[17],"needed":[19],"about":[20],"construct":[22,93],"relationship":[24,36,65,80,95],"value":[25,37,66,96],"and":[26,38,79],"its":[27],"operationalization.":[28],"The":[29],"present":[30,71],"paper":[31],"provides":[32],"a":[33,40,51,83],"definition":[34],"develops":[39],"scale":[41],"for":[42],"measuring":[43],"concept":[45],"in":[46,57,60],"business-to-business":[47],"markets.":[48],"Findings":[49],"from":[50,69],"cross-sectional":[52],"survey":[53],"among":[54],"purchasing":[55],"managers":[56],"industrial":[58],"companies":[59],"France":[61],"are":[62],"presented.":[63],"Four":[64],"components":[67,89],"emerge":[68],"study:":[72],"product-related":[73],"benefits,":[74,76,78],"strategic":[75],"personal":[77],"sacrifices.":[81],"Finally,":[82],"method":[84],"aggregating":[86],"four":[88],"higher-order":[92],"proposed.":[98]},"counts_by_year":[{"year":2024,"cited_by_count":1},{"year":2023,"cited_by_count":1},{"year":2022,"cited_by_count":1},{"year":2020,"cited_by_count":1},{"year":2019,"cited_by_count":2},{"year":2017,"cited_by_count":2},{"year":2015,"cited_by_count":1},{"year":2013,"cited_by_count":2}],"updated_date":"2026-11-10T11:39:43.021295","created_date":"2016-06-24T00:00:00"}
