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Co-creating value from knowledge-intensive business services in manufacturing firms: The moderating role of relationship learning in supplier–customer interactions
Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Innovation and Design.
Aalto University, School of Business, Aalto University School of Economics (CKIR).
2016 (English)In: Journal of Business Research, ISSN 0148-2963, E-ISSN 1873-7978, Vol. 69, no 7, p. 2498-2506Article in journal (Refereed) Published
Abstract [en]

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

Place, publisher, year, edition, pages
2016. Vol. 69, no 7, p. 2498-2506
National Category
Other Engineering and Technologies not elsewhere specified
Research subject
Entrepreneurship and Innovation
Identifiers
URN: urn:nbn:se:ltu:diva-7645DOI: 10.1016/j.jbusres.2016.02.019ISI: 000375812300022Scopus ID: 2-s2.0-84960386841Local ID: 60bdd6bb-16df-4ec5-92de-86c599898131OAI: oai:DiVA.org:ltu-7645DiVA, id: diva2:980535
Note
Validerad; 2016; Nivå 2; 20160324 (andbra)Available from: 2016-09-29 Created: 2016-09-29 Last updated: 2018-07-10Bibliographically approved

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Kohtamäki, Marko

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