Identifying Value-Based Differentiation in Business Relationships: An empirical study

In the literature, considerable attention has been given to the role of value creation in collaborative buyer seller relationships. However, product and price become less important differentiators than before, especially in technology sector, suppliers of routinely purchased products search for new ways to differentiate themselves in a business relationship which is a source of competitive advantage. This research aims to enhance understanding of differentiation through value creation in buyerseller relationships. The model is tested on data collected from technology companies in the science park in Turkey. The results indicate that relationship benefits display a stronger potential for differentiation in key supplier relationships than cost considerations.