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Birgitta ForsströmValue Co-Creatio
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VALUE CO-CREATION IN INDUSTRIAL BUY
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CIP Cataloguing in PublicationForss
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Suokannas and Annica Isacsson my de
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3.3 The use of the value concept in
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7.2.1 Price as a benefit and a sacr
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Figure 8.1: Interdependence, involv
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81. INTRODUCTIONEconomic theory rel
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Portfolio management and key accoun
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value - ways to understand and thin
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creation in a world of relationship
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Möller and Halinen-Kaila (1999) cr
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Value of a Relationship: When discu
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1.3 Outline of the studyThe study s
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in such relationships, and on how t
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2.2 Research approach“ Human gras
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“ In case study both the research
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interview ended up being different
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simplifying and combining observati
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the purpose of why it is studied an
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started paying attention to issues
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The analysis of the material was an
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are: setting the boundaries of the
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Critical events during the process
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interviewing, observing, reading, r
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unit. Going even further back in hi
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3.4.1 Overview of the use of the va
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ç-è1éWèê9ë ì9í!î¹ï5ðWí
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argumentation alters the traditiona
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zG{\| }C~t s oHpaqfrRs t s qXu2vs y
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industries. Innovation is the sourc
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ôô3.7 SummaryThe assessment of va
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4. A RELATIONAL APPROACH TO VALUE C
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est way to organize, any way of org
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4.2 The IMP view on relationships a
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The focus and unit of analysis of t
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ecent book discuss how creating val
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not simply mutual dependence betwee
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3n3465-7 89;:=©:¡?@95AB
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interdependence is associated with
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“ The performance of supplier arr
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Figure 4.5: Different value creatin
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“ organizational arrangements tha
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There is no simple or universal def
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The question of win-win in partners
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The following chapter, number five,
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The world cruise industry is domina
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Figure 5.2: The actors and the setu
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ù õ ñ ù õ ó*ÿ¡ ÷£¢ ñ¤
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:: ]:: ]In normal cases the Seller
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the top 10 suppliers for the cruise
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6. THE DEVELOPMENT OF THE RELATIONS
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In 1997 when Mr BR9 got the positio
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The relationship between the compan
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” He (BR9) often talks about the
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- Page 138 and 139: Seller. At present there are three
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- Page 142 and 143: elationship and the people interact
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- Page 154 and 155: We learn their way of handling thin
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- 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
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- Page 178 and 179: years to come. Consequently the par
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- Page 182 and 183: Question 1: How is the value concep
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- 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
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