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Beyond the transaction: exploring resources stewardship, relational connectedness and co-creation in B2B marketing
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Beyond the transaction: exploring resources stewardship, relational connectedness and co-creation in B2B marketing
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Journal Article
Beyond the transaction: exploring resources stewardship, relational connectedness and co-creation in B2B marketing
2025
Overview
Purpose
This study aims to explore the interplay between resource stewardship, relational connectedness and value co-creation in business-to-business (B2B) marketing, addressing gaps in understanding how these elements collectively influence stakeholder relationships and organizational outcomes. Drawing on stewardship theory, social exchange theory and service-dominant logic, the study develops a model that highlights the synergies between ethical resource management, strategic relational engagement and co-creative value processes.
Design/methodology/approach
Using an abductive qualitative approach, the study focuses on the B2B service sector in an emerging economy. Data were collected through in-depth interviews with 30 management professionals and analyzed thematically, supported by a network view to visualize the interconnected dynamics.
Findings
Resource stewardship emerges as a key driver of trust and relational connectedness, which facilitates collaborative innovation and value co-creation. Relational connectedness enhances loyalty and cooperative problem-solving, while active participation in co-creation fosters shared ownership, satisfaction and long-term engagement.
Research limitations/implications
The study’s context-specific focus on an emerging economy limits broader applicability, suggesting future cross-industry, cross-cultural approach and quantitative validation.
Originality/value
This study presents an empirically grounded framework that advances theoretical understanding and offers practical insights for optimizing B2B marketing strategies through resource stewardship, relational connectedness and co-creative practices.
Publisher
Emerald Publishing Limited,Emerald Group Publishing Limited
