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

Exploitation means to be doing the right things. Doing the right things is a process,constantly evolving, a continuous process of assessing benefits and sacrifices of each newinitiative taken in the relationship. The judgment of the trade-off between benefits andsacrifices can be done only at a give moment; however it is based on previous interactionand events (i.e. history of the relationship). The slack mentioned by Borys and Jemison(1989) could be seen as the room or space provided by management to the individualsacting in the relationship where the mutual understanding of a partnership, including trustand commitment, act as the governance mechanism, setting the scene for the interaction.The figure below is an illustration that summarizes the recapitulation of the study.› • “”,•”0–0—0”0–2˜!” %”0š › œzž Ÿ,–2 `¡#ž • ¢‹–.£0Ÿ,š £2”0¤¥”,–.œ ¢‹–.œT”,¦F—0”0•2”0–2—0”,–2˜!”« ¦F”›.œ¡ž Ÿ#–¥›,–2— «§ Ÿ.œT”,–.œ¡ž ›#š ¨JŸ,¦£2›#š ©2”2ª§­l›0š ©2”¥˜!Ÿ0ª‹˜`¦F”2› œzž Ÿ,–˜!Ÿ