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

• Optimize operations i.e. fuel optimization• Get technical information and expertise• Carry out product development that can improve both the Buyer’ s and theSeller’ s productsSeller´s expectations from the relationship are to:• Offer the Buyer possibilities to create value for themselves• Learn with the Buyer how to develop a partnership• Make partnership a ” way of living”• Take overall care of the running of the power plant providing high operationalreliability and transaction efficiency• Provide supervision• Provide technical support• Provide relevant information• Provide parts and service6.7 Issues in the relationship in the fall of 2003The aim of the research on value co-creation that was initiated in the fall of 2003 was todetermine what the parties perceived as being the value that could be created together withinthe frames of the partnership - which aspects were working well, which aspects causedtrouble as well as identifying what could be improved.The findings from the interviews were presented at the first partnership seminar thatwas held in January 2004. At the seminar the future of the cooperation agreement was onthe agenda. Later in May, there was a follow-up seminar. The partnership seminars havebeen considered fruitful and consequently there has now been a decision to organizepartnership seminars twice a year in the future.The issues identified in the interviews for the study fall into three different categories.There were issues related to the operational–level of the activities, issues on themanagement-level of the two companies as well as issues identified within eachorganization. The comments in the different categories are of different nature and willtherefore be discussed separately in the sections below.119