Analysis and value creation |
Strategy and life cycle Model for creation Technology and innovation Competitive aspects |
Refers to the strategies adopted by supplier companies to identify value to products and services. Represents the model and policies adopted by suppliers to create value as a means to capture customer needs more effectively. Comprises the new technologies adopted and innovation developed by the suppliers. Competitive aspects for reducing operating costs and increasing customer satisfaction. |
Dorai and Varshney (2012Dorai, S., & Varshney, S. (2012). A multistage behavioural and temporal analysis of CPV in RM. Journal of Business & Industrial Marketing, 27(5), 403-411. doi: 10.1108/08858621211236070 https://doi.org/10.1108/0885862121123607...
).Kindström, Kowalkowski and Nordin (2012Kindström, D., Kowalkowski, C., & Nordin, F. (2012). Visualizing the value of service-based offerings: empirical findings from the manufacturing industry. Journal of Business and Industrial Marketing, 27(7), 538-546. doi: 10.1108/08858621211257301 https://doi.org/10.1108/0885862121125730...
).Lindgreen, Hingley, Grant, and Morgan (2012Lindgreen, A., Hingley, M. K., Grant, D. B., & Morgan, R. E. (2012). Value in business and industrial marketing: past, present, and future., Industrial Marketing Management 41(1), 207-214. doi: 10.1016/j.indmarman.2011.11.025 https://doi.org/10.1016/j.indmarman.2011...
).Pan and Nagi (2013Pan, F., & Nagi, R. (2013). Multi-echelon supply chain network design in agile manufacturing., Omega 41(6), 969-983. doi: 10.1016/j.omega.2012.12.004 https://doi.org/10.1016/j.omega.2012.12....
). |
Value delivery |
Product Service Supply chain Purchasing channels Information & Communication. |
Considers the product and its features, quality, economy and price. Represents the extra services that are offered. Comprises the supply chain adopted. The purchasing channels utilised. The exchange of information and communication between suppliers and buyers. |
Park, Park and Dessouky (2013Park, G.-W., Park, K., & Dessouky, M. (2013). Optimization of service value. Computers & Industrial Engineering, 64(2), 621-630. doi: 10.1016/j.cie.2012.11.011 https://doi.org/10.1016/j.cie.2012.11.01...
).Lindgreen et al. (2012Lindgreen, A., Hingley, M. K., Grant, D. B., & Morgan, R. E. (2012). Value in business and industrial marketing: past, present, and future., Industrial Marketing Management 41(1), 207-214. doi: 10.1016/j.indmarman.2011.11.025 https://doi.org/10.1016/j.indmarman.2011...
).Biggemann and Buttle (2012Biggemann, S., & Buttle, F. A. (2012). Intrinsic value of business-to-business relationships: an empirical taxonomy., Journal of Business Research 65(8), 1132-1138. doi: 10.1016/j.jbusres.2011.08.004 https://doi.org/10.1016/j.jbusres.2011.0...
).Kashyap and Sivadas (2012Kashyap, V., & Sivadas, E. (2012). An exploratory examination of shared values in channel relationships., Journal of Business Research 65(5), 586-593. doi: 10.1016/j.jbusres.2011.02.008 https://doi.org/10.1016/j.jbusres.2011.0...
).Ketchen, Rebarick, Hult and Meyer (2008Ketchen, D. J. Jr. , Rebarick, W., Hult, G. T. M.,, Meyer & D. , (2008). Best value supply chains: a key competitive weapon for the 21st century. Business Horizons, 51(3), 235-243. doi: 10.1016/j.bushor.2008.01.012 https://doi.org/10.1016/j.bushor.2008.01...
). |
Value perception |
Brand Loyalty Perceived quality |
Considers the supplier's brand as a value adding element. Comprises customer loyalty as a differentiating aspect. Represents the quality perceived by the buyer with regard to the products and services acquired. |
Sharma and Iyer (2011Sharma, A., & Iyer, G. R. (2011). Are pricing policies an impediment to the success of customer solutions?., Industrial Marketing Management 40(5), 723-729. doi: 10.1016/j.indmarman.2011.06.002 https://doi.org/10.1016/j.indmarman.2011...
)Leek and Christodoulides (2012Leek, S., & Christodoulides, G. (2012). A framework of brand value in B2B markets: the contributing role of functional and emotional components., Industrial Marketing Management 41(1), 106-114. doi: 10.1016/j.indmarman.2011.11.009 https://doi.org/10.1016/j.indmarman.2011...
). Glynn (2012Glynn, M. S. (2012). Primer in B2B brand-building strategies with a reader practicum., Journal of Business Research 65(5), 666-675. doi: 10.1016/j.jbusres.2011.03.010 https://doi.org/10.1016/j.jbusres.2011.0...
).Cleveland, Erdoğan, Arıkan and Poyraz (2011Cleveland, M., Erdoğan, S., Arıkan, G., & Poyraz, T. (2011). Cosmopolitanism, individual-level values and cultural-level values: a cross-cultural study., Journal of Business Research 64(9), 934-943. doi: 10.1016/j.jbusres.2010.11.015 https://doi.org/10.1016/j.jbusres.2010.1...
).Sharma and Iyer (2011Sharma, A., & Iyer, G. R. (2011). Are pricing policies an impediment to the success of customer solutions?., Industrial Marketing Management 40(5), 723-729. doi: 10.1016/j.indmarman.2011.06.002 https://doi.org/10.1016/j.indmarman.2011...
).Flint, Blocker and Boutin (2011Flint, D. J., Blocker, C. P., & Boutin, P. J. (2011). Customer value anticipation, customer satisfaction and loyalty: an empirical examination., Industrial Marketing Management 40(2), 219-230. doi: 10.1016/j.indmarman.2010.06.034 https://doi.org/10.1016/j.indmarman.2010...
). |
Relationship |
Personal aspects Trust Forms of relationship Cooperation/ Partnering Knowledge Cultural aspects Barriers |
Reflects the supplier's empathy as an aspect to make a purchase. Relates to the buyer's trust in the supplier. Comprises the forms of relationship developed between the supplier and the buyer. Represents the cooperation and partnerships developed by the suppliers within relationships. The technical supplier's knowledge regarding the products and services offered. Considers the regional characteristics of the suppliers and the culture that this has developed. Considers that the absence of elements for the development of relationships can hinder the value adding process. |
Aarikka-Stenroos and Jaakkola (2012Aarikka-Stenroos, L., & Jaakkola, E. (2012). Value co-creation in knowledge intensive business services: a dyadic perspective on the joint problem solving process. Industrial Marketing Management, 41(1), 15-26. doi: 10.1016/j.indmarman.2011.11.008 https://doi.org/10.1016/j.indmarman.2011...
).Dorai and Varshney (2012Dorai, S., & Varshney, S. (2012). A multistage behavioural and temporal analysis of CPV in RM. Journal of Business & Industrial Marketing, 27(5), 403-411. doi: 10.1108/08858621211236070 https://doi.org/10.1108/0885862121123607...
). Haas, Snehota and Corsaro (2012Haas, A., Snehota, I., & Corsaro, D. (2012). Creating value in business relationships: the role of sales., Industrial Marketing Management 41(1), 94-105. doi: 10.1016/j.indmarman.2011.11.004 https://doi.org/10.1016/j.indmarman.2011...
)Vargo, Maglio and Akaka (2008Vargo, S. L., Maglio, P. P., & Akaka, M. A. (2008). On value and value co-creation: a service systems and service logic perspective., European Management Journal 26(3), 145-152. doi: 10.1016/j.emj.2008.04.003 https://doi.org/10.1016/j.emj.2008.04.00...
). Ritter and Walter (2012Ritter, T., & Walter, A. (2012). More is not always better: the impact of relationship functions on customer-perceived relationship value., Industrial Marketing Management 41(1), 136-144. doi: 10.1016/j.indmarman.2011.11.020 https://doi.org/10.1016/j.indmarman.2011...
).Corsaro and Snehota (2010Corsaro, D., & Snehota, I. (2010). Searching for relationship value in business markets: are we missing something?., Industrial Marketing Management 39(6), 986-995. doi: 10.1016/j.indmarman.2010.06.018 https://doi.org/10.1016/j.indmarman.2010...
).Lindgreen (2012Lindgreen, A., Hingley, M. K., Grant, D. B., & Morgan, R. E. (2012). Value in business and industrial marketing: past, present, and future., Industrial Marketing Management 41(1), 207-214. doi: 10.1016/j.indmarman.2011.11.025 https://doi.org/10.1016/j.indmarman.2011...
). |