Relational value and intrinsic value: An integrated perspective of value creation in buyer-supplier relationships

• Grant number: 13/21113-8
• Support Opportunities: Scholarships in Brazil - Doctorate
• Start date: March 01, 2014
• End date: May 31, 2015
• Field of knowledge: Applied Social Sciences - Administration - Business Administration
• Principal Investigator: Luiz Artur Ledur Brito
• Grantee: Fábio Viard de Campos da Silva Tescari
• Host Institution: Escola de Administração de Empresas de São Paulo (EAESP). Fundação Getúlio Vargas (FGV). São Paulo , SP, Brazil
• Associated scholarship(s): 14/15059-3 - A critical realist perspective in relationship value creation, BE.EP.DR

Abstract

Recent studies in the field of Strategy indicate that competitive advantage of a firm is the creation of superior value compared to its competitors. The relationship among firms has been studied as a factor that pushes the limits of the value creation by individual firms, through joint construction of benefits that come from the relationship itself. These benefits transcend the economic characteristics of the transaction, and they may convert into other aspects of the relationship between firms, such as technical skills, service delivery, innovation capabilities and reputation. The resources exchanged between the parties are sources of value creation in the relationship, but they are originated from two different perspectives. They may belong to one of the parties previously, composing a value that is intrinsic, or they may be developed throughout the relationship, which results in a relational value. In this context, this research project aims to investigate the origins of intrinsic value and relational value, and to analyze the factors that influence its capture by the parties involved in the relationship. The methodological approach is expected to be developed in three steps. The first step aims to explore the dimensions of relationship value, with regard to their definition and sources, by proposing a model. The following two steps are dedicated to empirically test the effect of these portions in the relationship value creation and capture. The portion of the relational value will be studied quantitatively using a cross-sectional survey, while the intrinsic value study will be based on a multiple case study.