The role of attraction and control boundaries in value creation – dyadic exploration of strategic buyer-supplier relationships

Anna Aminoff

The role of attraction and control boundaries in value creation – dyadic exploration of strategic buyer-supplier relationships

Julkaisun otsikon käännös: Houkuttelevuuden ja kontrollin rooli arvon luonnissa – dyadinen tutkimus strategisista asiakas-toimittajasuhteista

Anna Aminoff

Tuotantotalouden laitos

Tutkimustuotos: Doctoral Thesis › Monograph

Abstrakti

Toimittajasuhteiden hallinnan merkitys on kasvanut merkittävästi, ja strategisten asiakas-toimittajasuhteiden kehittäminen on noussut mielenkiinnon kohteeksi yrityksissä. Näissä suhteissa sekä asiakas että toimittaja pyrkivät hyödyntämään suhdetta saavuttaakseen strategiset pitkäntähtäimen tavoitteensa. 'Houkuttelevuuden' on ehdotettu edistävän vuorovaikutteista, vapaaehtoista panostusta suhteeseen. Houkuttelevuus asiakkaana on herättänyt viime aikoina paljon kiinnostusta, sillä tilanne toimittajamarkkinoilla on muuttunut. Yrityksen on oltava houkutteleva asiakas saavuttaakseen parhaana pidetyn asiakkaan aseman, ja siten varmistamaan käyttöönsä toimittajan parhaat resurssit. Lähestymistapa on hyvin erilainen verrattuna perinteiseen ostamiseen. Väitöskirjan tavoitteena on lisätä ymmärrystä houkuttelevuuden ja kontrollin roolista arvonluonnissa strategisissa asiakas-toimittajasuhteissa. Väitöskirja muodostuu viidestä erillisestä tutkimuksesta, jotka pohjautuvat samaan aineistoon. Tutkimusmenetelmänä on monitapaustutkimus. Lähtökohtana on, että vastavuoroisen arvonluonnin mekanismien ymmärtäminen on tärkeää strategisten asiakas-toimittajasuhteiden menestymisessä. Vastavuoroinen arvonluonti perustuu vapaa-ehtoisuuteen, ja sitä ei ole sovittu yksiselitteisesti sopimuksissa. Lähestymistapa pohjautuu sosiaalisen vaihdannan teoriaan. Väitöskirjassa käyn syvällisesti läpi sosiaalisen vaihdannan teorian konseptit ja käsitteet, sekä miten niitä voidaan soveltaa asiakas-toimittajasuhteen kehittämiseen. Väitöskirja tuottaa erityisesti uuttaa tietoa houkuttelevuuden roolista strategisissa asiakas-toimittajasuhteissa, kun aikaisempi tutkimus on keskittynyt houkuttelevuuteen suhteen alkuvaiheessa ja houkuttelevuuden rooliin parhaana pidetyn asiakkaan aseman saavuttamisessa. Väitöskirjan tulosten mukaan molemminpuolinen houkuttelevuus on edellytys strategisen asiakas-toimittajasuhteen onnistumiselle. Väitöskirjassa luon mallin, jonka avulla yritys pystyy hallitsemaan houkuttelevuuttaan asiakkaana osana toimittajasuhteiden hallintaa. Yritykset voivat siis käyttää houkuttelevuutta aktiivisesti tavoitteenaan vaikuttaa suhteen toiseen osapuoleen. Lisäksi tutkimuksessani tunnistan kontrollin rajojen ymmärtämisen olevan tärkeää, sillä strategisissa asiakas-toimittajasuhteissa yritys ei voi enää täysin kontrolloida tarvitsemiaan resursseja.

Julkaisun otsikon käännös	Houkuttelevuuden ja kontrollin rooli arvon luonnissa – dyadinen tutkimus strategisista asiakas-toimittajasuhteista
Alkuperäiskieli	Englanti
Pätevyys	Tohtorintutkinto
Myöntävä instituutio	Aalto-yliopisto
Valvoja/neuvonantaja	Tanskanen, Kari, Vastuuprofessori
Kustantaja	VTT Technical Research Centre of Finland
Painoksen ISBN	978-951-38-8292-1
Sähköinen ISBN	978-951-38-8293-8
Tila	Julkaistu - 2015
OKM-julkaisutyyppi	G4 Monografiaväitöskirja

Tutkimusalat

asiakas-toimittajasuhde
houkuttelevuus
kontrolli
vastavuoroinen arvonluonti
sosiaalisen vaihdannan teoria

Pääsy asiakirjaan

http://urn.fi/URN:ISBN:978-951-38-8293-8Lisenssi: Määrittelemätön

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title = "The role of attraction and control boundaries in value creation – dyadic exploration of strategic buyer-supplier relationships",

abstract = "The development of strategic buyer-supplier relationships (BSR) has attracted considerable interest. In a strategic BSR, the buyer and the supplier both aim to utilise the relationship to gain a competitive advantage. This thesis suggests that a better understanding of non-contractual, reciprocal value creation, as proposed in social exchange theory (SET), would help us to understand how to realise the potential of the strategic relationship. The aim of the thesis is to increase the understanding of the role of attraction and control boundaries in value creation in strategic BSRs. Three research questions are addressed: (1) How do the social mechanisms affect value creation in strategic BSRs as proposed by SET? (2) How does attraction affect value creation in strategic BSRs? (3) What explains the control boundaries of a firm in strategic BSRs? The thesis consists of five individual studies, and the in-depth data from six dyadic case studies are applied to answer these questions. This research makes a major effort to clarify the basic assumptions and scope of useful concepts and theoretical constructs of SET in the context of BSRs. This thesis recognises structural power as an explanation and source of value creation. Structural power, meaning power asymmetry and interdependence, explains the distribution and total amount of value creation in BSRs. Thus, understanding how different sources of dependency affect structural power is vital, and by affecting one or more of these sources of dependency, a company can change the structural power, which then influences value creation over the course of the relationship. In this thesis, buyer-supplier attraction is suggested to precede the reciprocal, voluntary effort. The thesis contributes by adding understanding of the role of attraction in strategic BSRs, as the vast body of literature discusses the role of attraction in the initiation phase of relationships and in gaining preferred customer status. The dyadic approach to attraction is a cornerstone of this thesis, and the results of the thesis propose that mutual attraction is a prerequisite for the strategic success of BSRs. In a strategic BSR, a company can no longer only control its own resources, and this thesis recognises that understanding control boundaries is important when aiming to influence the other party.",

keywords = "buyer-supplier attraction, control boundaries, reciprocal value creation, social exchange theory, asiakas-toimittajasuhde, houkuttelevuus, kontrolli, vastavuoroinen arvonluonti, sosiaalisen vaihdannan teoria, buyer-supplier attraction, control boundaries, reciprocal value creation, social exchange theory",

author = "Anna Aminoff",

year = "2015",

language = "English",

isbn = "978-951-38-8292-1",

series = "VTT Science",

publisher = "VTT Technical Research Centre of Finland",

number = "90",

address = "Finland",

school = "Aalto University",

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T1 - The role of attraction and control boundaries in value creation – dyadic exploration of strategic buyer-supplier relationships

AU - Aminoff, Anna

PY - 2015

Y1 - 2015

N2 - The development of strategic buyer-supplier relationships (BSR) has attracted considerable interest. In a strategic BSR, the buyer and the supplier both aim to utilise the relationship to gain a competitive advantage. This thesis suggests that a better understanding of non-contractual, reciprocal value creation, as proposed in social exchange theory (SET), would help us to understand how to realise the potential of the strategic relationship. The aim of the thesis is to increase the understanding of the role of attraction and control boundaries in value creation in strategic BSRs. Three research questions are addressed: (1) How do the social mechanisms affect value creation in strategic BSRs as proposed by SET? (2) How does attraction affect value creation in strategic BSRs? (3) What explains the control boundaries of a firm in strategic BSRs? The thesis consists of five individual studies, and the in-depth data from six dyadic case studies are applied to answer these questions. This research makes a major effort to clarify the basic assumptions and scope of useful concepts and theoretical constructs of SET in the context of BSRs. This thesis recognises structural power as an explanation and source of value creation. Structural power, meaning power asymmetry and interdependence, explains the distribution and total amount of value creation in BSRs. Thus, understanding how different sources of dependency affect structural power is vital, and by affecting one or more of these sources of dependency, a company can change the structural power, which then influences value creation over the course of the relationship. In this thesis, buyer-supplier attraction is suggested to precede the reciprocal, voluntary effort. The thesis contributes by adding understanding of the role of attraction in strategic BSRs, as the vast body of literature discusses the role of attraction in the initiation phase of relationships and in gaining preferred customer status. The dyadic approach to attraction is a cornerstone of this thesis, and the results of the thesis propose that mutual attraction is a prerequisite for the strategic success of BSRs. In a strategic BSR, a company can no longer only control its own resources, and this thesis recognises that understanding control boundaries is important when aiming to influence the other party.

AB - The development of strategic buyer-supplier relationships (BSR) has attracted considerable interest. In a strategic BSR, the buyer and the supplier both aim to utilise the relationship to gain a competitive advantage. This thesis suggests that a better understanding of non-contractual, reciprocal value creation, as proposed in social exchange theory (SET), would help us to understand how to realise the potential of the strategic relationship. The aim of the thesis is to increase the understanding of the role of attraction and control boundaries in value creation in strategic BSRs. Three research questions are addressed: (1) How do the social mechanisms affect value creation in strategic BSRs as proposed by SET? (2) How does attraction affect value creation in strategic BSRs? (3) What explains the control boundaries of a firm in strategic BSRs? The thesis consists of five individual studies, and the in-depth data from six dyadic case studies are applied to answer these questions. This research makes a major effort to clarify the basic assumptions and scope of useful concepts and theoretical constructs of SET in the context of BSRs. This thesis recognises structural power as an explanation and source of value creation. Structural power, meaning power asymmetry and interdependence, explains the distribution and total amount of value creation in BSRs. Thus, understanding how different sources of dependency affect structural power is vital, and by affecting one or more of these sources of dependency, a company can change the structural power, which then influences value creation over the course of the relationship. In this thesis, buyer-supplier attraction is suggested to precede the reciprocal, voluntary effort. The thesis contributes by adding understanding of the role of attraction in strategic BSRs, as the vast body of literature discusses the role of attraction in the initiation phase of relationships and in gaining preferred customer status. The dyadic approach to attraction is a cornerstone of this thesis, and the results of the thesis propose that mutual attraction is a prerequisite for the strategic success of BSRs. In a strategic BSR, a company can no longer only control its own resources, and this thesis recognises that understanding control boundaries is important when aiming to influence the other party.

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KW - control boundaries

KW - reciprocal value creation

KW - social exchange theory

KW - asiakas-toimittajasuhde

KW - houkuttelevuus

KW - kontrolli

KW - vastavuoroinen arvonluonti

KW - sosiaalisen vaihdannan teoria

KW - buyer-supplier attraction

KW - control boundaries

KW - reciprocal value creation

KW - social exchange theory

M3 - Doctoral Thesis

SN - 978-951-38-8292-1

T3 - VTT Science

PB - VTT Technical Research Centre of Finland

ER -

The role of attraction and control boundaries in value creation – dyadic exploration of strategic buyer-supplier relationships

Abstrakti

Tutkimusalat

Pääsy asiakirjaan

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