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

LIST OF FIGURES AND TABLES:Figure 2.1: A general overview of the research process ...................................................................24Figure 2.2: A simple research process framework (Easton, 1995) ...................................................25Figure 2.3: The Abductive Spiral (adopted from Schauman, 2003)..................................................28Figure 2.5: The Research Process.....................................................................................................34Figure 2.6: The data gathering process.............................................................................................36Figure 2.7: A matrix for identifying different kinds of value.............................................................38Figure 2.8: A framework for the processual analysis of the focal buyer-seller dyad (adopted fromHalinen and Törnroos 2004).....................................................................................................42Figure 3.1: Relationship costs and benefits from a relationship with a supplier (Gadde & Snehota2000, p 308)...............................................................................................................................54Figure 3.2: Value as the difference between sacrifices and benefits.................................................55Figure 3.3: A framework for assessing perceived value in a buyer-seller relationship....................56Table 3.1: Summary of conceptualizations of value ..........................................................................58Figure 4.1: A theoretical conceptualization of the relation between degrees of interdependence,interaction over time and value co-creation potential..............................................................72Figure 4.2: Pooled interdependence..................................................................................................75Figure 4.3: Reciprocal interdependence ...........................................................................................75Figure 4.4: Different outcomes of exploiting different types of interdependencies...........................76Figure 4.5: Different value creating processes through exploiting different types ofinterdependencies to achieve efficiency or effectiveness ..........................................................79Figure 4.6: A revised illustration of the different outcomes as a consequence of exploiting differenttypes of interdependencies ........................................................................................................84Figure 4.7: Summary of the conceptual discussion on value co-creation through exploitation ofinterdependencies......................................................................................................................86Figure 5.1: The triad in a shipbuilding project .................................................................................89Figure 5.2: The actors and the setup in the shipbuilding context......................................................91Figure 5.3: The focal dyad of the study .............................................................................................93Figure 5.4: The major phases of the “Ship” project .........................................................................94Figure 5.5: Interaction pattern and individuals during fall 2003 .....................................................95Figure 5.6: Interaction pattern and individuals during spring 2004 ................................................96Figure 6.1: A framework for the processual analysis of the focal buyer-seller dyad (adopted fromHalinen and Törnroos 2004).....................................................................................................99Figure 6.2: An illustration of the development of the relationship from 1969 to the early 1990’s.103Figure 6.4: List of actions from the second partnership seminar....................................................129Figure 6.5: Development of the relationship from 1969 to the 1990’s............................................136Figure 6.6: Development of the relationship from the beginning of the 1990’s to 2004.................137Figure 7.1: The structure of the analysis.........................................................................................138Figure 7.2: Benefits and sacrifices perceived by the Buyer in 2003-04 ..........................................140Figure 7.3: Benefits and sacrifices perceived by the Seller in 2003-04 ..........................................145Figure 7.4: Summary of benefits and sacrifices ..............................................................................150Figure 7.5: Exchange value and use value ......................................................................................156Figure 7.6: Value co-creation initiatives, January 2004.................................................................157Figure 7.7: Value co-creation initiatives, May 2004.......................................................................158Figure 7.8: Value co-creation initiatives aiming at use value, exchange value and enhancing theatmosphere of the partnership, future directed initiatives circled. .........................................162Figure 7.9: An illustration of the relation between interdependence, involvement, and types ofeconomizing.............................................................................................................................1645