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

More documents

Recommendations

Info

+ K !ñ ú ê ñ ê ö ë î ñ ï ë £ ê ì ó ¢JGñ + K !÷Pê ñ ú ï# ê ñ ê ö ë î ñ ï ë ô£ £ ôó òø ê ü£ ì ó ¢ñ î ! ! G ø ñ î ÷ôó¤ ! ! G øñ î ! ! G ø ñ î ÷
VV‚ ‚‚_ __YYYXXWW` `kk’’7. ANALYSING VALUE CO-CREATION IN THE FOCAL CASEThis chapter contains the analysis of the perceived value of the partnership i.e. the benefitsand the sacrifices perceived by the parties. This is followed by a discussion on value cocreation,and interdependence as a prerequisite for value co-creation potential. After thisthere is further elaboration first on value co-creation potential, and thereafter on therealization of the potential for value co-creation through exploiting interdependencies. Thechapter ends with a summary of the main findings of the analysis. A further discussion onthe results is presented in the last chapter on Discussion and Conclusions.I start by discussing perceived value of involvement in a relationship by presenting thebenefits and sacrifices that the parties perceive in the relationship. After that I continue bydiscussing the phenomenon of interdependence as a prerequisite for value co-creationpotential, and finally I discuss how the potential is realized through different processes ofvalue co-creation. Here I use value co-creation initiatives taken in the partnership during thelast year and relate them to efficiency and effectiveness.The figure below illustrates the structure of the analysis chapter.lnmpo qsrutwv5xtzyrsm>{| v5}~€ve{r5}e{0| m5ohlnmpo qsrutwv5xtzyrsm>{| v5}~€ve{r5}e{0| m5ohacb èdgfh`jiZ\[^]| “prsmpo | €| }sŽ”{•sr–†>v>{8r5}>{| m5os…&vpym5o qsr| | ƒ„| ……&r5yr5}e{‡†5yvsˆ‰rsŠ‰Š‰rsŠ‹…vpyŒyrsmpo | €| }sŽˆ‰v—xˆ‘yrsm>{| vp}–˜‘ureš›†jo v—| {|}sŽmpo qsr ˆ‰v5xˆ‘yrsme{| vp}| }>{8r5yœ5r5†>r5}sœ5r5}sˆ€| rsŠ€n| }”vpyœ—r5yn{v|†>v>{r5}e{| m5or r mjˆ‘•5| r r r>……| ˆ€| r5}sˆ¨ump}>œ‘žŸv5yr>……&rsˆ¨{0| r5}srsŠ‰ŠFigure 7.1: The structure of the analysisThe section below starts with box 1 as illustrated in the figure above, i.e. the discussion onbenefits and sacrifices of involvement.138
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 and 10:
3.3 The use of the value concept in
Page 11 and 12:
7.2.1 Price as a benefit and a sacr
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
Page 52 and 53:
interviewing, observing, reading, r
Page 54 and 55:
unit. Going even further back in hi
Page 56 and 57:
3.4.1 Overview of the use of the va
Page 58 and 59:
ç-è1éWèê9ë ì9í!î¹ï5ðWí
Page 60 and 61:
argumentation alters the traditiona
Page 62 and 63:
zG{\| }C~t s oHpaqfrRs t s qXu2vs y
Page 64 and 65:
industries. Innovation is the sourc
Page 66 and 67:
ôô3.7 SummaryThe assessment of va
Page 68 and 69:
4. A RELATIONAL APPROACH TO VALUE C
Page 70 and 71:
est way to organize, any way of org
Page 72 and 73:
4.2 The IMP view on relationships a
Page 74 and 75:
The focus and unit of analysis of t
Page 76 and 77:
ecent book discuss how creating val
Page 78 and 79:
not simply mutual dependence betwee
Page 80 and 81:
3n3465-7 89;:=©:¡?@95AB
Page 82 and 83:
interdependence is associated with
Page 84 and 85:
“ The performance of supplier arr
Page 86 and 87:
Figure 4.5: Different value creatin
Page 88 and 89:
“ organizational arrangements tha
Page 90 and 91:
There is no simple or universal def
Page 92 and 93:
The question of win-win in partners
Page 94 and 95: The following chapter, number five,
Page 96 and 97: The world cruise industry is domina
Page 98 and 99: Figure 5.2: The actors and the setu
Page 100 and 101: ù õ ñ ù õ ó*ÿ¡ ÷£¢ ñ¤
Page 102 and 103: :: ]:: ]In normal cases the Seller
Page 104 and 105: the top 10 suppliers for the cruise
Page 106 and 107: 6. THE DEVELOPMENT OF THE RELATIONS
Page 108 and 109: In 1997 when Mr BR9 got the positio
Page 110 and 111: The relationship between the compan
Page 112 and 113: ” He (BR9) often talks about the
Page 114 and 115: With some years of experience with
Page 116 and 117: offering, the Buyer still sees the
Page 118 and 119: When the Seller realized that they
Page 120 and 121: we have a new development in the pr
Page 122 and 123: to serving the customers - the part
Page 124 and 125: ” This is the most problematic ag
Page 126 and 127: • Optimize operations i.e. fuel o
Page 128 and 129: They also commented that the person
Page 130 and 131: 6.7.5 Comments on internal issuesAt
Page 132 and 133: changes, and that the Seller would
Page 134 and 135: survey 14 that the Seller had condu
Page 136 and 137: uuuuuuu uuuuuuuuuuuuuuue¦f¨gh ijk
Page 138 and 139: Seller. At present there are three
Page 140 and 141: 15 - a factor that should not be ne
Page 142 and 143: elationship and the people interact
Page 146 and 147: 7.1 Perceived value as a prerequisi
Page 148 and 149: ” We are in the process of develo
Page 150 and 151: and that is insane. We must be able
Page 152 and 153: è èèèè èèèè èè èè èè
Page 154 and 155: We learn their way of handling thin
Page 156 and 157: Price receivedThe price received ca
Page 158 and 159: partnership with the Seller, the as
Page 160 and 161: In the light of this, one could say
Page 162 and 163: dependence. If managers were not ab
Page 164 and 165: ¥(¦§¨&©G§ªG¦(£(«¬¨$Z
Page 166 and 167: Seller’ s products and concepts,
Page 168 and 169: forth between the companies. This h
Page 170 and 171: What I found even more interesting
Page 172 and 173: The Buyer sees that the interest fo
Page 174 and 175: decision to pursue a collaborative
Page 176 and 177: methodology. I will also direct som
Page 178 and 179: years to come. Consequently the par
Page 180 and 181: €‚ƒ‡ ˆ„~„| }~different
Page 182 and 183: Question 1: How is the value concep
Page 184 and 185: exists, the value co-creation poten
Page 186 and 187: partnering and cooperating are so o
Page 188 and 189: process of analyzing the material s
Page 190 and 191: Barney, JB. (1991). Firms resources
Page 192 and 193: Forsström, B., (1998). Trouble & S
Page 194 and 195:
Katz, M & Shapiro, C (1985). Networ
Page 196 and 197:
Shapiro, B.P., Rangan V.K., Moriart
Page 198 and 199:
Interviews:Interview: Buyer 1Interv
Page 201:
Relationships between buyers and se
show all

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

Create successful ePaper yourself

Delete template?

Save as template?