Unpacking value creation and capture in B2B relationships

Autor(es)

Minerbo, Claudio ^[1] ; Kleinaltenkamp, Michael ^[2] ; Brito, Luiz Artur Ledur ^[1]

Afiliação do(s) autor(es)

^[1] FGV EAESP Escola Adm Sao Paulo, Sao Paulo - Brazil

^[2] Free Univ Berlin, Mkt Dept, Arnimallee 11, D-14195 Berlin - Germany

• Tipo de documento: Artigo Científico
• Fonte: INDUSTRIAL MARKETING MANAGEMENT; v. 92, p. 163-177, JAN 2021.
• Citações Web of Science: 4

Resumo

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)

• Processo FAPESP: 18/24850-7 - Dimensões e captura de valor nos relacionamentos B2B
• Beneficiário: Luiz Artur Ledur Brito
• Modalidade de apoio: Auxílio à Pesquisa - Regular