Understanding the Value Drivers for Intermediaries: An Exploratory Study in the Heating Industry

Authors

  • Ivan Russo University of Verona, Italy
  • Ilenia Confente University of Verona
  • Ayman Omar Kogod School of Business-American University, Washington, D.C., USA

DOI:

https://doi.org/10.7903/cmr.11063

Keywords:

marketing

Abstract

Value facilitation has become a critical element of value creation in buyer-supplier relationships. The literature lacks studies that provide an understanding of how facilitators or intermediaries in a supply chain perceive and create value for themselves and their customer(s) across the distribution channel. The objective of this research is to bridge this gap through an in-depth qualitative investigation. Findings about value drivers of facilitators are discussed as well as implication and areas for future research. Keywords: Customer value, Supply Chain, Intermediaries, Business relationship To cite this document: Ivan Russo, Ilenia Confente, and Ayman Omar, "Understanding the Value Drivers for Intermediaries: An Exploratory Study in the Heating Industry", Contemporary Management Research, Vol.9, No.1, pp. 67-72, 2013. Permanent link to this document http://dx.doi.org/10.7903/cmr.11063

Author Biographies

Ivan Russo, University of Verona, Italy

Assistant Professor Department of Business Administration University of Verona, Italy

Ilenia Confente, University of Verona

Postdoctoral Research Fellow in Marketing Department of Business Administration University of Verona, Italy

Ayman Omar, Kogod School of Business-American University, Washington, D.C., USA

Assistant Professor Kogod School of Business-American University, Washington, D.C., USA

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Published

2013-05-20

How to Cite

Russo, I., Confente, I., & Omar, A. (2013). Understanding the Value Drivers for Intermediaries: An Exploratory Study in the Heating Industry. Contemporary Management Research, 9(1). https://doi.org/10.7903/cmr.11063

Issue

Vol. 9 No. 1 (2013)

Section

Marketing

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