Value-creation initiatives in buyer-seller relationships

被引:9
作者
Hammervoll, Trond [1 ]
Toften, Kjell [2 ]
机构
[1] Harstad Univ Coll, Dept Business Adm & Social Sci, Logist, Harstad, Norway
[2] Nofima, Tromso, Norway
关键词
Value analyis; Buyer-seller relationships;
D O I
10.1108/09555341011068930
中图分类号
F [经济];
学科分类号
02 ;
摘要
Purpose - The purpose of this paper is to identify and explore important value-creation initiatives in buyer-seller relationships (BSRs). Design/methodology/approach - Following a literature review and the presentation of an appropriate conceptual framework, an exploratory study of 14 BSRs in a variety of European industries is undertaken using in-depth semi- structured interviews with key informants. Findings - The findings justify a distinction being drawn between two types of value-creation initiatives: those that are important in transaction-based arrangements (in which efficiency is paramount); and those that are important in interaction-based relationships (in which effectiveness is paramount). Of the ten value-creation initiatives identified in the literature review, seven were found to be of importance in the BSRs of the present sample. Research limitations/implications - Despite genuine attempts to select a heterogeneous sample, most of the data did come from sellers. Future studies could look more deeply into buyer data to explore these issues in BSRs. Practical implications - The paper provides managers with practical guidance on the selection of appropriate value-creation initiatives in various types of BSRs. Originality/value - The paper reports the first known empirical study of value-creation initiatives in BSRs.
引用
收藏
页码:539 / 555
页数:17
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