Value Co-Creation in Industrial Buyer-Seller Partnerships ... - Doria

£…%ƒ‹D~%} ˆ%†%†)~%ƒD…D€¡‘`…%†’)“ …)£€T’¦}"| †D‡‰%~BŠ†%|…%†B€ ‹ƒ†%† ”†%† ”At the beginning of 2004, right in the middle of this research project, Mr BR9 appointed MrBR15 to take care of the partnership development project. Mr BR15 in turn has appointedMr BR11 to be in charge of the development of the relationship with the Seller in the future.On the Seller’ s side the service manager has also become more involved in the partnershipduring 2003-04 and is increasingly involved in communicating with Mr BR11 at the Buyer.The figure below illustrates the interaction interface between the companies duringspring 2004.ž!Ÿ¡ `¢¡£_ŸY¤›žkŸf¥`ŸY¦J¦ Ÿ+¤Š)…%| }\‘A…¦†)Ž•Dš•Dš¡Ž ¦}"‹D¦} …)€H| %†o p q rs t u rvp w tp x ry p q zŒ }J’¦‹+—| £~˜} ~ˆB| –~%†B€{5| } ~)#€T%}{| } ~)#€T%}Œ ~%†)~}J…%ƒ„©…¦†D…)‡~%}—| £~›‹}J~)ˆB| –~%†D€§ˆˆ£B| …)€\~+—| £~›˜}J~)ˆB| –~%†D€}Hœ%/’W‹D~%}"| †B€"~†)–%~†D€%†D€.} …#€¡„¡…%†D…)‡%~%}JŽW~%} %| ~‚Dƒ ~D~D€¡‘A…%†)…)‡~%}Jˆ‚Bƒ ~)~B€¡„¡…%†D…‡~%} ˆ‰%~)BŠ%†| £…%ƒ%„©…%†)…)‡~}JŽW~%} ¦| £~/’¦‹B~¦}"| †B€"~†)–~%†D€"ˆ—5| £~›˜}J~)ˆB| –~%†D€‰%~)BŠ%†| £…%ƒ)ˆB‹D~)B| …%ƒ | ˆ#€” †%†„©…¦†D…)‡~%}Š%| ~D“•†D‡W| †D~)~%}JˆFigure 5.6: Interaction pattern and individuals during spring 2004Of the people listed on the Buyer side there are three persons who have previously workedfor the Seller, namely Mr BR1, Mr BR4, and Mr BR12. This is a factor that has beenimportant in the development of the relationships and that will be discussed later in the text.965.2 The companies: the Seller and the BuyerThe Seller is one of a total number of 3000-3500 suppliers to a cruise ship. Regardingimportance, both strategic importance of the product and the investment the Seller is among