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A study on B2B relationship values with customers in the Korean and Taiwan B2B market
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 Title & Authors
A study on B2B relationship values with customers in the Korean and Taiwan B2B market
Park, Changhyun;
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Faced with the recent global economic recession, academics looked to the industrial B2B and B2C markets as potential new growth engines. In the B2B market, focusing on the relationship with customers, the relationship benefits are important, and institutional factors will affect the relationship and relationship values with customers. In this study, the relationship values between South Korea and Taiwan are compared by considering their national characteristics. By applying a mixed research method based on sequential exploratory design, 6 relationship values (supplier knowhow, service support, time to market, delivery performance, personal interaction, and product quality) are extracted. In particular, South Korea and Taiwan give priority to supplier knowhow and service support, respectively. Our research findings have both theoretical and practical implications for other emerging countries, as well as developed countries.
Relationship values;Korean B2B;Taiwan B2B;Service support;Supplier knowhow;
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