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dc.contributor.authorNguyen, XN
dc.contributor.authorThaichon, P
dc.contributor.authorNguyen Thanh, PV
dc.date.accessioned2019-06-10T01:35:45Z
dc.date.available2019-06-10T01:35:45Z
dc.date.issued2019
dc.identifier.issn1533-2969
dc.identifier.doi10.1080/15332969.2019.1587866
dc.identifier.urihttp://hdl.handle.net/10072/384562
dc.description.abstractThis article explores the role of customer-perceived value in long-term buyer–supplier relationships. This article aims to identify what creates value for organizational customers, particularly in the field of professional business-to-business (B2B) general insurance services. On the integrated grounds of customer relationship theory in marketing and the resource-based view in strategic management, qualitative research, coupled with interviews, was conducted to explore insights from various representatives of different Vietnamese general insurance firms. The findings suggest that reliability, risk coverage, reputation, technology, interpersonal skills, and technical skills are the six most important types of resources that insurance companies should possess to enhance customer-perceived value.
dc.description.peerreviewedYes
dc.relation.ispartofpagefrom48
dc.relation.ispartofpageto65
dc.relation.ispartofissue1
dc.relation.ispartofjournalServices Marketing Quarterly
dc.relation.ispartofvolume40
dc.subject.fieldofresearchMarketing
dc.subject.fieldofresearchCommercial Services
dc.subject.fieldofresearchcode1505
dc.subject.fieldofresearchcode1504
dc.titleCustomer-Perceived Value in Long-Term Buyer–Supplier Relationships: The General B2B Insurance Sector
dc.typeJournal article
dc.type.descriptionC1 - Articles
dc.type.codeC - Journal Articles
gro.hasfulltextNo Full Text
gro.griffith.authorThaichon, Park


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