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

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