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

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process of analyzing the material started after the first interview and went on as the numberof interviews increased. The analysis got more refined and developed during the process ofcarrying out the interviews, and therefore systematic coding would have been difficult to doso that it would have supported the research process instead of starting to limit creativity.8.6 Concluding remarksI would like to conclude by saying that I feel that NOW would be the moment to start theresearch project all over again. It is only now that I understand something about value andthe logic of buyer-seller partnerships and the role of interdependence for value co-creationpotential. After the research process that I have gone through I am now equipped to startdiscussing the issues that I have raised in the study on a completely different level. Thisbeing the case, perhaps one could say that the research process has been successful and thatthere is still a lot of research to be done in this area.181
REFERENCES:Aiken, M & Hage, J. (1968). Organisational interdependence and intra-organizational structure,American Sociological Review, , 33:6, pp 912-930Alasuutari, P. (1995). Laadullinen tutkimus, 3. uudistetu painos, Gummerus, JyväskyläAlderson, W. & Miles, W.M. (1965). Towards a formal theory of Transactions and Transvections,Journal of Marketing Research, Vol 2, pp 117-127Alderson, W., & Cox, R., (1948), “ Towards a Theory of Marketing,” Journal of Marketing,13(October), 137-152.Alderson, Wroe (1957), Marketing Behavior and Executive Action: A Functionalist, Approach toMarketing Theory, Richard D. Irwin, Inc., Homewood, IllinoisAlvesson, M. & Sköldberg, K., (1994). Tolkning och reflektion. Vetenskapsfilosofi och kvalitativmetod. Studentlitteratur, BR2Amit, R & Schoemaker, P. (1993). Strategic assets and organisational rent. Strategic ManagementJournal 14 (1), pp 33-45.Amit, R & Zott, C, (2001), Value Creation in E-business, Strategic Management Journal, 22: 493-520.Anand, B.N., & Khanna, T. (2000). Do firms learn to create value? The case of alliances. StrategicManagement Journal 21 (3), pp 295-315.Anderson, , J:C. & Narus, J.A. (1999). Business Market Management: Understanding, Creating andDeliveringValue, Upper Saddle River, NJ: Prentice HallAnderson, J, C and Narus, J, A, (1998), Business Marketing: Understand What Customers Value,HBR, nov-dec 1998Anderson, J. C. (2004). From understanding to managing customer value in business markets, InHåkansson et al. Eds. (2004). Rethinking Marketing, John Wiley & Sons Ltd., pp. 138-159Anderson, J.C, Håkansson, H. & Johanson, J. (1994). Dyadic business relationships within abusiness network context, Journal of Marketing, vol. 58, pp 1-15Anderson, J.C. & Narus, J.A. (2004). Business Market Management: Understanding, Creating andDelivering Value, 2nd edition, Upper Saddle River, NJ: Pearson Prentice HallAnderson, J.C. (2004). From understanding to managing customer value in business markets, inRethinking Marketing - Developing a new understanding of markets, Håkanson et al., eds.John Wiley & SonsBagozzi, R.P. (1974). Marketing as an organized behavioral system of exchange, Journal ofMarketing, 38, pp 77-81182
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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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argumentation alters the traditiona
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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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With some years of experience with
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offering, the Buyer still sees the
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When the Seller realized that they
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we have a new development in the pr
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to serving the customers - the part
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” This is the most problematic ag
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• Optimize operations i.e. fuel o
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They also commented that the person
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6.7.5 Comments on internal issuesAt
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changes, and that the Seller would
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survey 14 that the Seller had condu
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Page 146 and 147: 7.1 Perceived value as a prerequisi
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Page 150 and 151: and that is insane. We must be able
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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
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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 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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