Investigating relationship types for creating brand value for resellers

Gupta, Suraksha and Foroudi, Pantea and Yen, Dorothy (2018) Investigating relationship types for creating brand value for resellers. Industrial Marketing Management . ISSN 0019-8501 (Published online first)

[img] PDF - Final accepted version (with author's formatting)
Restricted to Repository staff and depositor only until 30 March 2020.
Available under License Creative Commons Attribution-NonCommercial-NoDerivatives.

Download (919kB) |


This study investigates different types of brand-reseller business relationships, in order to explain how a) real-time, b) collaborative and c) mutually beneficial relationships drive brand value creation in a competitive market. Using data collected from Indian reseller firms selling branded products, this paper extends our existing knowledge of different types of relationships useful for business-to-business marketing practitioners. Brand managers can use these three different types of business relationships to create superior brand value for resellers, thus improving their brands’ perceived competitiveness. Specifically, the findings show that brands that engage in real-time and collaborative relationships are regarded by resellers as having higher brand value in comparison to brands that only focus on mutually beneficial relationships.

Item Type: Article
Research Areas: A. > Business School > Marketing, Branding and Tourism
Item ID: 24222
Useful Links:
Depositing User: Pantea Foroudi
Date Deposited: 17 May 2018 09:50
Last Modified: 14 Nov 2018 00:03

Actions (login required)

Edit Item Edit Item

Full text downloads (NB count will be zero if no full text documents are attached to the record)

Downloads per month over the past year