The Relationship between Drivers and Their Impact on Relationship Value

Abstract

This paper integrates social network and exchange theory to discuss the effect of three relational drivers-relationship quality, relationship density, and relationship authority-on the relationship value of corporations. A study was conducted at clinic diagnostics labs in hospitals, where information was collected regarding the relationship value between different medical equipment industry suppliers. The survey data were collected from 108 medical equipment industry suppliers. The results show that suppliers who strengthened the quality of customer relationships, increased connections with customers, and enhanced the relationship with key decision makers were able to generate relationship value. [PUBLICATION ABSTRACT]