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

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6.1 A general overview of the relationship..............................................................1006.2 The early years of the business relationship 1970- 1990...................................1026.3 The pre-partnership years of the 1990’s ............................................................1046.3.1 The the Buyer riding crew ..........................................................................1056.3.2 The riding crew as a trigger for developing the offering............................1086.3.3 The Seller loses a major deal to competitor................................................1106.4 The first cooperation agreement 1999-2004......................................................1116.4.1 The knowledge fee......................................................................................1136.4.2 The customer interface................................................................................1146.4.3 The next level program for optimizing operations at the Buyer.................1156.5 On the verge of cooperation agreement II in 2003-04.......................................1166.6 Expectations from the partnership .....................................................................1186.7 Issues in the relationship in the fall of 2003 ......................................................1196.7.1 Comments: Buyer Management .................................................................1206.7.2 Comments: Seller management ..................................................................1216.7.3 Comments: Buyer operational level ...........................................................1216.7.4 Comments: Seller operational level...........................................................1226.7.5 Comments on internal issues ......................................................................1236.8 Summing up the status of the partnership in January 2004 ...............................1236.8.1 Gifts and needs............................................................................................1246.8.2 The partnership vision.................................................................................1256.8.3 Actions to be taken for the partnership.......................................................1256.9 The status of the partnership at the follow-up seminar in May 2004 ................1266.9.1 Seller’s vision and mission .........................................................................1276.9.2 Follow up on agreed items from the last partnership seminar....................1276.10 The impact of influential individuals for the development of the partnership 1296.10.1 Former the Seller employees at the Buyer ameliorating communication andinteraction.....................................................................................................................1306.10.2 The importance of personal relationships.................................................1326.10.3 The sharing of a common cultural background ........................................1326.11 Summary ..........................................................................................................1337. ANALYSING VALUE CO-CREATION IN THE FOCAL CASE ........................1387.1 Perceived value as a prerequisite for high-involvement....................................1397.1.1 Value perceived by the Buyer.....................................................................1397.1.2 Value perceived by the Seller .....................................................................1447.2 Summing up: perceived value of the partnership ..............................................1503
7.2.1 Price as a benefit and a sacrifice: the co-creation of price .........................1527.3 Interdependence as a prerequisite for value co-creation potential.....................1547.4 Realizing value co-creation potential through processes of value co-creation..1567.4.1 Value co-creation initiatives taken in the partnership ................................1577.4.2 A categorization of the initiatives taken .....................................................1617.5 The future of the partnership..............................................................................1647.6 Concluding comments .......................................................................................1667.7 Summary ............................................................................................................1688. CONCLUSIONS AND IMPLICATIONS...............................................................1708.1 A recapitulation..................................................................................................1708.2 The outcome of the study related to the aim and the research questions ..........1748.3 Summary of main findings.................................................................................1768.3.1 Contributions of the study...............................................................................1778.4 Suggestions for future research..........................................................................1808.5 Critical remarks..................................................................................................1808.6 Concluding remarks ...........................................................................................181REFERENCES: ...........................................................................................................182APPENDIX 1...............................................................................................................192The Buyer interviews and positions of interviewees ...............................................192The Seller interviews and positions of interviewees: ..............................................1924
Page 1 and 2: Birgitta ForsströmValue Co-Creatio
Page 3 and 4: VALUE CO-CREATION IN INDUSTRIAL BUY
Page 5 and 6: CIP Cataloguing in PublicationForss
Page 7 and 8: Suokannas and Annica Isacsson my de
Page 9: 3.3 The use of the value concept in
Page 13 and 14: Figure 8.1: Interdependence, involv
Page 15 and 16: 81. INTRODUCTIONEconomic theory rel
Page 17 and 18: Portfolio management and key accoun
Page 19 and 20: value - ways to understand and thin
Page 21 and 22: creation in a world of relationship
Page 23 and 24: Möller and Halinen-Kaila (1999) cr
Page 25 and 26: Value of a Relationship: When discu
Page 27 and 28: 1.3 Outline of the studyThe study s
Page 30 and 31: in such relationships, and on how t
Page 32 and 33: 2.2 Research approach“ Human gras
Page 34 and 35: “ In case study both the research
Page 36 and 37: interview ended up being different
Page 38 and 39: simplifying and combining observati
Page 40 and 41: the purpose of why it is studied an
Page 42 and 43: started paying attention to issues
Page 44 and 45: The analysis of the material was an
Page 47: are: setting the boundaries of the
Page 50 and 51: Critical events during the process
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argumentation alters the traditiona
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industries. Innovation is the sourc
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ôô3.7 SummaryThe assessment of va
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4. A RELATIONAL APPROACH TO VALUE C
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est way to organize, any way of org
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4.2 The IMP view on relationships a
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The focus and unit of analysis of t
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ecent book discuss how creating val
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not simply mutual dependence betwee
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3n3465-7 89;:=©:¡?@95AB
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interdependence is associated with
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“ The performance of supplier arr
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Figure 4.5: Different value creatin
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“ organizational arrangements tha
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There is no simple or universal def
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The question of win-win in partners
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The following chapter, number five,
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The world cruise industry is domina
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Figure 5.2: The actors and the setu
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:: ]:: ]In normal cases the Seller
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the top 10 suppliers for the cruise
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6. THE DEVELOPMENT OF THE RELATIONS
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In 1997 when Mr BR9 got the positio
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The relationship between the compan
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” He (BR9) often talks about the
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With some years of experience with
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offering, the Buyer still sees the
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When the Seller realized that they
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we have a new development in the pr
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to serving the customers - the part
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” This is the most problematic ag
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• Optimize operations i.e. fuel o
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They also commented that the person
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6.7.5 Comments on internal issuesAt
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changes, and that the Seller would
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survey 14 that the Seller had condu
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Seller. At present there are three
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15 - a factor that should not be ne
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elationship and the people interact
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7.1 Perceived value as a prerequisi
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” We are in the process of develo
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and that is insane. We must be able
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è èèèè èèèè èè èè èè
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We learn their way of handling thin
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Price receivedThe price received ca
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partnership with the Seller, the as
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In the light of this, one could say
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dependence. If managers were not ab
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Seller’ s products and concepts,
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forth between the companies. This h
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What I found even more interesting
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The Buyer sees that the interest fo
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decision to pursue a collaborative
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methodology. I will also direct som
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years to come. Consequently the par
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€‚ƒ‡ ˆ„~„| }~different
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Question 1: How is the value concep
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exists, the value co-creation poten
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partnering and cooperating are so o
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process of analyzing the material s
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Barney, JB. (1991). Firms resources
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Forsström, B., (1998). Trouble & S
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Katz, M & Shapiro, C (1985). Networ
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Shapiro, B.P., Rangan V.K., Moriart
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Interviews:Interview: Buyer 1Interv
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Relationships between buyers and se
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Value Co-Creation in Industrial Buyer-Seller Partnerships ... - Doria

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