Value creation is the raison d'etre of a business relationship. Yet a relatively small number of studies investigate the role of relationship value in interfirm relationships in general and in cross-border business relationships in particular. This work synthesizes and extends existing research to present a conceptual model that identifies the key antecedents and outcomes of relationship value in international channel relationships. The study uses both a correlational (partial least squares-structural equation modeling) and a configurational (fuzzy-set qualitative comparative analysis) approach to test the model relationships. Comparing the findings of both approaches provides insights into the asymmetric versus symmetric relationships among the observations. The study results reveal the important roles of psychic distance, relational norms, and relationship learning in relationship value creation and the implications of relationship value in terms of relationship quality and performance.
Journal of Business Research – Elsevier
Published: Aug 1, 2018
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