Co-creating value from knowledge-intensive business services in manufacturing firms: The moderating role of relationship learning in supplier-customer interactions

Marko Kohtamäki*, Jukka Partanen

*Tämän työn vastaava kirjoittaja

Tutkimustuotos: LehtiartikkeliArticleScientificvertaisarvioitu

79 Sitaatiot (Scopus)

Abstrakti

This study seeks evidence for a positive moderating role of relationship learning in the relation between manufacturing firms' knowledge-intensive business services (KIBS), i.e., product-related services for developing customized solutions, and firms' customer-specific sales performance. Our findings from a survey of 91 supplier-customer relationships indicate that KIBS offerings do not generate performance per se; instead, supplier-customer relationships must be characterized by relationship learning to co-create value from the supplier's KIBS offerings. Our findings extend the literature on industrial service businesses by shedding a more nuanced light on the core activities that enable value co-creation and value appropriation in the KIBS context.

AlkuperäiskieliEnglanti
Sivut2498-2506
Sivumäärä9
JulkaisuJournal of Business Research
Vuosikerta69
Numero7
DOI - pysyväislinkit
TilaJulkaistu - 1 heinäkuuta 2016
OKM-julkaisutyyppiA1 Julkaistu artikkeli, soviteltu

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