International Journal of Innovation and Applied Studies
ISSN: 2028-9324     CODEN: IJIABO     OCLC Number: 828807274     ZDB-ID: 2703985-7
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Relationship quality, power and impact on value creation and appropriation : An exploratory study in the Moroccan context

[ Qualité relationnelle, Pouvoir et impact sur la création appropriation de valeur : Une étude exploratoire dans le contexte marocain ]

Volume 24, Issue 2, September 2018, Pages 489–503

 Relationship quality, power and impact on value creation and appropriation : 
An exploratory study in the Moroccan context

Noureddine AMINE1 and Saâd MDARHRI ALAOUI2

1 Enseignant Chercheur, ENCG-Tanger, UAE, Morocco
2 Doctorant, ENCG-Tanger, UAE, Morocco

Original language: French

Received 10 August 2018

Copyright © 2018 ISSR Journals. This is an open access article distributed under the Creative Commons Attribution License, which permits unrestricted use, distribution, and reproduction in any medium, provided the original work is properly cited.


Despite the proliferation of work on value creation in business relationships, many issues are still little addressed. Our article proposes to study jointly the influence of relational quality and power bases on the creation-appropriation of value in the customer-supplier relationship. An exploratory qualitative study of sixteen companies (ten suppliers and six customers) found that the quality of the relationship promotes greater value creation and appropriation in ongoing business relationships. As for power, its influence differs depending on how it is exercised within the relationship. Moreover, the appropriation of value remains the main driver of partner satisfaction, a sine qua non condition for the continuity of the relationship.

Author Keywords: relationship quality, power, value creation, value appropriation, relationship continuity.

Abstract: (french)

Malgré la prolifération des travaux sur la création de la valeur dans les relations d’affaires, de nombreuses questions sont encore peu abordées. Notre article propose d’étudier conjointement l’influence de la qualité relationnelle et des bases de pouvoir sur la création-appropriation de valeur dans la relation client-fournisseur. À l’issue d’une étude qualitative exploratoire menée auprès de seize entreprises (dix fournisseurs et six clients), il est constaté que la qualité de la relation favorise une plus grande création-appropriation de valeur dans les relations commerciales continues. Pour ce qui est du pouvoir, son influence diffère selon la manière avec laquelle, il exercé au sein de la relation. Par ailleurs, l'appropriation de la valeur demeure le principal moteur de la satisfaction des partenaires, condition sine qua non pour la continuité de la relation.

Author Keywords: qualité relationnelle, Pouvoir, création de valeur, appropriation de valeur, continuité de la relation.

How to Cite this Article

Noureddine AMINE and Saâd MDARHRI ALAOUI, “Relationship quality, power and impact on value creation and appropriation : An exploratory study in the Moroccan context,” International Journal of Innovation and Applied Studies, vol. 24, no. 2, pp. 489–503, September 2018.