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

The relationship between the companies continued well even after the alterations inownership of the Buyer. Especially Mr NN, one of the two founding brothers has beenimportant in the relationship.The beginning of the relationship in the 1970’ s was said to be very good. Later, in the1980’ s the Seller made some mistakes that lead to a groove in the relationship during 1987-89. Difficulties had to do with disruption of good, established personal relationshipsbetween people at the two companies.During 1988-89 when the Seller organization underwent a change in top managementand there was also a change in how the company was organized. As a consequence one ofthe production sites got to have its own sales organization for the XX-type engine. Alreadyat this time Mr SR1&2 established a good contact with the Buyer. This is when the Sellergot the deal for main engines on the next Class, and later the following Class of vessels.Þ Ï ó Ôë"é Þ ÏJÓ"ì Ï ó Ö\æÏ Ô1êJÌå#æÏ\Ó Îó êJÌBî.Ö\æ1á êJÌ Þ£ê ÔÕ Ô ßHÎÍJÌ Îè Îó êJÌ Õ"ËJÒ ÏJÌ Õ Ôö Ì Õ à Ô à Ï Ï ó Ôø ö Ì Ï\Ó Ô£Ô ÏJÑÑ Õ à ÏJÎÓ Ô à ê\Ó Ï Ô"ù åæ1ÏJÓ Îó êJÌBè ê\æBÎÑÞì Ï ó ÖJæ1Ï Ôøú ö Ì ù êDæê ú Ö\Ó\Ö ö Ì ÏJÓ ùÞ ó Ï Ï Ô Ô ë"é Þ ÏJÓ"á Ñê ó Ï Ô1ÖJÓ ÐJÏJÓ\è Ö\Ó"×Ò Ï Ô Ô ÏJÑÔó Ï ö Ï Õ Ï ÔÎÌ)òJÓ êJÌ ó Ï ö ÎÕ à1ó ÖJæBá Ï Õ ÎÕ Ö\ÓTæêJÎÌ1ÏJÌ ÍJÎÌ Ï Ô÷ Ô êJÌ ÐDßTÏJÑÑÏJÓJê\é ÷ ÎÑÎêJÓ ÎÏ Ôà Õ Õ Þ á Ï ê Ò ßTÏJÑÑÏJÓJÔ ÏJÑÑÔ1Õ à ÏBè ÎÓÔ Õ ¢ .þ Õ Þ á Ï1Ï\Ì ÍJÎÌ Ï ÔBÕ Ö)ßTó êJÌ ÐJÎÌ ê Ò ÎêJÌà á Þ ö à ê Í Ô à Îá á ÎÌ Í1ó ÖJæBá êJÌ Þ ö à ÏJÓ ÏûÓHëHüHÙ1ÎÔBæ1ê\Ì ê Í Ï\ÓÔÙ â â Ø Ù â â Øê Õ Ì Ô Ö èJÖJá ÏJÓ ê Õ ÎÖ Ì Ô ÖÞ Þ õ"à Ïë"é Þ Ï\Ó\î.Ö\æBá êJÌ ÞÙ â Ù Ø Ù â Ù Øê Ì Ð Ï ö ê Ôè ÖJé Ì Ð Ï ÐDì Þ1× öà á Ô Ô à Îá á ÎÌ Í1ó ÖJæBá êJÌ ÎÏ Ô ÔÍ ó à Í Ï ö à Ï Ó Ïø£Ó Í êJÌ Îÿ êJÕ ÎÖJÌ êJÑ ó à ê\Ì Í Ï Ô1êJÕJßTÏJÑÑÏJÓ ö à Ï Ó ÏçÌ ó ÎÐ ÏJÌ ÕÔ1Ö\ÌBá Ï\Ó Ô ÖJÌ êJÑ ÑÏ Ò ÏJÑ á é Õ Ô1Õ à ÏDÓ ÏJÑê Õ ÎÖJÌ Ô à Îáà Õ Þ á Õ à Ï¡ ¢ .þ Õ Þ á ÏBÏJÌ ÍJÎÌ ÏBÔ êJÑÏ ÔBÎÔÕçÌ ó ÎÐ ÏJÌ ÕÔ1Ö\ÌBá Ï\Ó Ô ÖJÌ êJÑ ÑÏ Ò ÏJÑ á é Õ Ô1Õ à ÏDÓ ÏJÑê Õ ÎÖJÌ Ô à ÎáÓ Ï ÖJÓ ÍJê Ì Îÿ Ï Ðé Ï Ô Ô Ó à ÔÎÌê1Ô ÎÕ é êJÕ ÎÖJÌ1ÖJè\Ó ÏJó Ï Ô Ô ÎÖJÌ1ÐJé Ó ÎÌ ÍDÕ à ÏBÞ ÏJêJÓ ÔÓ Ï ÖJÓ ÍJê Ì Îÿ Ï ÐÙ â Ú þ â Ù Ø Ù â Ú þ â Ù Øè Õ çÌ è Ñé ÏJÌ Õ ÎêJÑà Í ûÓ%ííÎÔ1ÎÌ1ó à êJÓ Í ÏBÖJèçÌ ÐJÎÒ ÎÐJé êJÑÔûÓTíí%ÎÔBà ÏJê ÐDÖ è Ö\á ÏJÓ êJÕ ÎÖ Ì ÔÏ ö ì é Í Þ ÐÌ Ï ö ì é ÎÑÐJÎÌ Í Ôê ÕTë"é Þ ÏJÓ\êJÌ ÐÌûÓTíí%ÎÔBà ÏJê ÐDÖ è Ö\á ÏJÓ êJÕ ÎÖ Ì ÔÔ Õ à Ï Ö Ö Ï Ó Ô Ï Ô Õ ê\ì ÑÎÔ à Ï Ô1êBÍ Ö Ö ÐDá Ï Ó Ô ÖJÌ êJÑÏÞ ê Õ"ë"é Þ ÏJÓ êÔ à ö Ó Ó ÏJÑêJÕ ÎÖJÌ Ô à Îá ö ÎÕ à)ûÓHííè Ó Ö\æÓßTÏJÑÑÏJÓÙ Ú é ó Ø Ù Ú âBßTÏJÑÑÏJÓ"ì é ÎÑÐ ÔBé áBÎÕÔBÑÖ ó êJÑØà Í à ÏûÓ\ßüHâBÎÔBÎÌ1ó à ê\Ó Í ÏBÖJèJÕ à Ïà Í à å¦ó à êJÌ Í ÏBÎÌBÕ à ÏDÕ ÖJáÏ ó Ï èûÓ\ßü#Ø £TÝDì Ï ó ÖJæ1Ï ÔBà Ï êJÐBÖ èê Õ Þ ÖJÓ ÍJêJÌ ÎÔ ê Õ ÎÖJÌBÎÌ)ë"é Þ ÏJÓ"à Ö\æÏÒ Ï Í ý Ï Õ íTÖJÓ Ò Ï Í ÎêJÌDæê\Ó ý Ï Õê Í à æê\Ì ê Í ÏJæ1ÏJÌ ÕJÖ èJÕ à Ï)ß"ÏJÑÑÏJÓê Ð Ô ê ÑÏ ÔêJÕJßTÏJÑÑÏJÓJêJÌ Ð ÔÌ Õ Ó Ì Ô Õ à Ï Ö Ö Ðó ÖJé Ì Õ Ó Þê Ì ÐDÏ Ô Õ ê\ì ÑÎÔ à Ï Ô1êBÍ Ö Ö Ðóê Õ\ßTÏJÑÑÏJÓ êê Õ Ù â â ÖJÓ ÍJêJÌ Îÿ ê Õ ÎÖJÌØ Ù â âÔ Õ à Ï Õ ê ó Õ ö à Ï Ô Õ ê\ì ÑÎÔ à Ï Ôó ÖJÌ Õ ê ó Õ ö ÎÕ à Ïö Þ Ó ÏJÑêJÕ ÎÖJÌ ö ÎÕ à)ë"é Þ Ï\Ó ÓÞ ë"é Þ ÏJÓÏ Õ Ô å.ÍJÓ Ï ÏJæ1ÏJÌ Õ ÔÔ Ë"Ì ÍJÎÌ ÏäTÏJÑÎÒ ÏJÓ ÎÏ ÔÞ é Ô Ï Ô Ô ë"é Þ ÏJÓ"ì é ÎÑÐ Ô1Õ àJÓ ÏJÏ)íí%îÑê Ô ÔÒ Ï Ô Ô ÏJÑÔÏ Ô Ô Ï Ë\Ì ÍJÎÌ Ï1Ð ÏJÑÎÒ Ï\Ó ÎÏ Ô1Õ ÖD×1Ò Ï Ô Ô Ï ÑÔË"Ì ÍJÎÌ ÏBÐ ÏJÑÎÒ ÏJÓ ÞÕ Ö)ßHà ÎáÕ Ó Õ ó ê Õ\îà êJÌ Õ Îï Ó ÏBÐ ÏDÑ ðå.Õ ÑêJÌ Õ ÎñJé ÏDÎÌ)òJÓ êJÌ ó Ï"ôêÙ Ú Ù Ü Ø Ù Ú Ý Ø Ù Ú Û"ÜJØ Ù ÚTØ Ü Ø Ù Ú Ý ØÙ â Ý Ø Ù â Ý ØÙ â Ù Ù Ù Ý Ø Ù â â"Ü\Ø Ù ÙTØ Ü\Ø Ù Ù Ý ØÊ¿WÀDÁ`Â%Á)à Ä1ÅTÆ Ç)ÈDÉÀÆ ÊÙ ã ÙØ Ù â ÛØ Ù Ù ÛØ Ù ã Ù Ø Ù ã ÙØ Ù â ÛØ Ù Ù ÛØFigure 6.2: An illustration of the development of the relationship from 1969 to the early 1990’sWhat deserves emphasizing is that in the 1980’ s Mr BR9 worked for a Scandinavianshipping company, trafficking cruise ships mainly in the Baltic Sea. During his time astechnical manager at his previous employer he was the first customer for the first the SellerXX-type engines that were installed on two of the company’ s ships. Later, in the 1990’ s hemoved from this company to work for the Buyer.103