Sharing of value in business relationships: A theoretical model.
2011 (English)In: Proceedings of the 20th Annual IPSERA Conference: Vision 20/20 – Preparing Today for Tomorrow’s Challenges / [ed] Rozemeijer, F, Wetzels, M., Quintens, L., 2011, 80-97 p.Conference paper (Other academic)
This paper explores the sharing of value in business transactions. Although there is anincreased usage of the terminology of value in marketing (such concepts as value based selling and pricing), as well as in purchasing (value-based purchasing), the definition of the term is still vague. In order to better understand the definition of value, the author’s argue that it is important to understand the sharing of value, in general and the element of power for the sharing of value in particular. The aim of this paper is to add to this debate and this requires us to critique the current models. The key process that the analysis of power will help to explain is the division of the available revenue stream flowing up the chain from the buyer's customers. If the buyer and supplier do not cooperate, then power will be key in the sharing of that money flow. If buyers and suppliers fully cooperate, they may be able to reduce theircosts and/or increase the quality of the sales offering the buyer makes to their customer.
Place, publisher, year, edition, pages
2011. 80-97 p.
value, value sharing, value appropriation, monetary flow, customer value, supplier value
Economics and Business Business Administration
IdentifiersURN: urn:nbn:se:liu:diva-81463ISBN: 978-94-6178-001-0OAI: oai:DiVA.org:liu-81463DiVA: diva2:552682
The 20 Annual IPSERA Conference, Maastricht, the Netherlands, 10-13 April 2011