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

Price receivedThe price received can be seen both as a benefit and a sacrifice, as said before. If the pricesare perceived to be low, the sacrifice is big, while a good price received is a benefit. Whenthe price received is stated a sacrifice has to do with the fact that the Seller grants discountson spare parts to the Buyer according to the agreement. This means that they do not get themaximum price, but instead they get business security. Price as a sacrifice is also connectedto the fact that the engines themselves are initially sold at a competitive price in order to getthe future after-sales business.Special organizational arrangementsA sacrifice that the Seller has had to make for the partnerships is doing some specialorganizational arrangements. The Seller has appointed one technical manager especiallydedicated for the Buyer situated close by at the local office a contract manager, and a “ keyaccount” manager who takes care of both sales and service related matters, especiallyassigned for such arrangements. These arrangements are especially made for the Buyer andconstitute exceptions from the norm within the Seller organizational structure – exceptionsthat create needs for modifications in routines and procedures, and that require acceptancefrom the rest of the organization.149