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(Reference retrieved automatically from Web of Science through information on FAPESP grant and its corresponding number as mentioned in the publication by the authors.)

Unpacking value creation and capture in B2B relationships

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Minerbo, Claudio [1] ; Kleinaltenkamp, Michael [2] ; Brito, Luiz Artur Ledur [1]
Total Authors: 3
[1] FGV EAESP Escola Adm Sao Paulo, Sao Paulo - Brazil
[2] Free Univ Berlin, Mkt Dept, Arnimallee 11, D-14195 Berlin - Germany
Total Affiliations: 2
Document type: Journal article
Source: INDUSTRIAL MARKETING MANAGEMENT; v. 92, p. 163-177, JAN 2021.
Web of Science Citations: 4

Although the relationships among different dimensions of value creation, characteristics of dyadic relationships and value concepts are well studied, they have been conceptualized independently and without much linked theorizing. Hence, little is known about how these concepts and their effects interplay with each other. This article takes a configurational approach and investigates how different dimensions of value creation and relationship factors affect value capture. The study draws on an embedded case study encompassing relationships of a focal customer in the financial payments industry with six specialized service suppliers, followed by a Qualitative Comparative Analysis (QCA) of 29 relationship conditions. For both buyers and suppliers, value creation is based on ``core{''} value dimensions, and relationship characteristics, such as power and change in supply strategy. Five different configurations of these constructs represent sufficient conditions to increase value capture, by either negotiating better prices or shifting volume among the parties involved. Focusing on both buyer and supplier perspectives of the same phenomenon, the study increases knowledge on how contextual variables interact in influencing value capture. From a practical perspective, the proposed configurations help managers to choose adequate supply strategies, or better allocate resources according to specific conditions of a business relationship. (AU)

FAPESP's process: 18/24850-7 - Value dimensions and capture in B2B relationships
Grantee:Luiz Artur Ledur Brito
Support Opportunities: Regular Research Grants