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In this study, we make a analysis of the distinguishing from competitors through providing specific value to customer firms in business relationships. From the perspective of asset specificity, this study puts forward the definition of specific value. Specific Value can be defined as considering relationship value from the perspective of asset specificity and based on it, this study explores the dimensions of specific value. According to whether there is direct-cost expenditure or not, this study provides six dimensions of specific value. In view of the dimensions of specific value, companies can distinguish itself from the competitors and gain unique supplier status.

Providing Specific Value in Business Markets: Gaining and Sustaining Unique Supplier Status