Access the full text.
Sign up today, get DeepDyve free for 14 days.
S. Ackroyd (2009)
Contesting the Corporation: Struggle, Power and Resistance in Organizations - By Peter Fleming and Andre SpicerBritish Journal of Industrial Relations, 47
Adam Brandenburger, H. Stuart (2005)
Value-based Business StrategyJournal of Economics and Management Strategy, 5
Margaret Szymanski, Jack Whalen (2011)
LEARNING IN DOING: SOCIAL, COGNITIVE AND COMPUTATIONAL PERSPECTIVES
J. Rehme, Daniel Nordigården, Daniel Ellström, D. Chicksand (2016)
Power in distribution channels : Supplier assortment strategy for balancing powerIndustrial Marketing Management, 54
Anand Kumar, Douglas Grisaffe (2004)
Effects of Extrinsic Attributes on Perceived Quality, Customer Value, and Behavioral Intentions in B2B Settings: A Comparison Across Goods and Service IndustriesJournal of Business-to-Business Marketing, 11
P. Jonsson (2008)
Logistics and Supply Chain Management
A. Cox, D. Chicksand (2005)
The Limits of Lean Management Thinking:: Multiple Retailers and Food and Farming Supply ChainsEuropean Management Journal, 23
J. Ramsay (2005)
The real meaning of value in trading relationshipsInternational Journal of Operations & Production Management, 25
A. Asare, Thomas Brashear-Alejandro, Jun Kang (2016)
B2B technology adoption in customer driven supply chainsJournal of Business & Industrial Marketing, 31
D. Chicksand (2013)
Strategies for Creating a Sustainable UK Farming and Food Industry
Wolfgang Ulaga, Samir Chacour (2001)
Measuring Customer- Perceived Value in Business Markets A Prerequisite for Marketing Strategy Development and ImplementationIndustrial Marketing Management, 30
J. Lave, E. Wenger (1991)
Situated Learning: Legitimate Peripheral Participation
R. Rumelt (2005)
Theory, Strategy, and Entrepreneurship
Norman Miller, M. Whitman (1970)
A Mean-Variance Analysis of United States Long-Term Portfolio Foreign InvestmentQuarterly Journal of Economics, 84
P. Simpson, Judy Siguaw, T. Baker (2001)
A Model of Value CreationIndustrial Marketing Management, 30
D. Jacobs (1974)
Dependency and Vulnerability: An Exchange Approach to the Control of Organizations.Administrative Science Quarterly, 19
Strategic Management Journal, 1
Gary Frazier (1983)
Interorganizational Exchange Behavior in Marketing Channels: A Broadened PerspectiveJournal of Marketing, 47
James Anderson, James Narus (1998)
Business marketing: understand what customers value.Harvard business review, 76 6
A. Cox (2007)
Transactions, power and contested exchange: towards a theory of exchange in business relationshipsInternational Journal of Procurement Management, 1
S. Vargo, R. Lusch (2004)
Evolving to a New Dominant Logic for MarketingJournal of Marketing, 68
Daniel Nordigården, J. Rehme, Staffan Brege, D. Chicksand, H. Walker (2014)
Outsourcing Decisions : The Case of Parallel ProductionInternational Journal of Operations & Production Management, 34
D. Teece (1993)
Profiting from technological innovation: Implications for integration, collaboration, licensing and public policyResearch Policy, 15
(2001)
Customer Value in Business Markets
A. Cox (1999)
Power, value and supply chain managementSupply Chain Management, 4
M. Reitzig, P. Puranam (2009)
Value Appropriation as an Organizational Capability: The Case of Ip Protection Through PatentsSouthern Medical Journal, 30
K. Cook, R. Emerson (1978)
Power, Equity and Commitment in Exchange NetworksAmerican Sociological Review, 43
Robert Spekman (1984)
International marketing and purchasing of industrial goods: IMP Group, ed. Håkon Håkansson Wiley, Chichester (England), 1982International Journal of Research in Marketing, 1
T. Copeland (1994)
Why Value Value
Richard Normann, R. Ramírez (1993)
From value chain to value constellation: designing interactive strategy.Harvard business review, 71 4
B. Loasby (1979)
The External Control of Organizations. A Resource Dependence PerspectiveThe Economic Journal, 89
Raquel Sánchez-Fernández, M. Iniesta-Bonillo, M. Holbrook (2008)
The Conceptualisation and Measurement of Consumer Value in ServicesInternational Journal of Market Research, 51
O. Williamson (1979)
Transaction-Cost Economics: The Governance of Contractual RelationsThe Journal of Law and Economics, 22
George Akerlof (1970)
The Market for “Lemons”: Quality Uncertainty and the Market MechanismQuarterly Journal of Economics, 84
P. Chisnall (1982)
International marketing and purchasing of industrial goods: An interaction approach, IMP Project Group (ed.), Hakansson Hakan‐John Wiley, 1982, No. of pages: 406, Price: £17.75Southern Medical Journal, 3
Mark Vandenbosch, N. Dawar (2002)
Beyond Better Products: Capturing Value in Customer InteractionsMIT Sloan Management Review, 43
L. Miles (1961)
Techniques Of Value Analysis And Engineering
W. Ouchi, O. Williamson (1977)
Markets and Hierarchies: Analysis and Antitrust Implications.Administrative Science Quarterly, 22
M. Cooper, L. Ellram (1993)
CHARACTERISTICS OF SUPPLY CHAIN MANAGEMENT AND THE IMPLICATIONS FOR PURCHASING AND LOGISTICS STRATEGY.The International Journal of Logistics Management, 4
Robert Stern, J. Pfeffer, G. Salancik (1979)
The External Control of Organizations: A Resource Dependence Perspective.Contemporary Sociology, 8
R. Dahl (2007)
The concept of powerSystems Research and Behavioral Science, 2
A. Cox (2001)
Supply Chains, Markets and Power: Managing Buyer and Supplier Power Regimes
Organization Science, 14
European Management Journal, 23
P. Blau (1964)
Exchange and Power in Social Life
M. Holbrook (1994)
The Nature of Customer Value: An Axiology of Services in the Consumption Experience
T. Das, Bing-Sheng Teng (2001)
Trust, Control, and Risk in Strategic Alliances: An Integrated FrameworkOrganization Studies, 22
Natalie Mizik, R. Jacobson (2003)
Trading off between Value Creation and Value Appropriation: The Financial Implications of Shifts in Strategic EmphasisJournal of Marketing, 67
J. Womack, Daniel Jones (1994)
From lean production to the lean enterpriseHarvard Business Review, 72
A. Cox, Chris Lonsdale, G. Watson, Yi Wu (2005)
Supplier relationship management as an investment: evidence from a UK studyJournal of General Management, 30
James Thompson (1967)
Organizations in Action
A. Lindgreen, F. Wynstra (2005)
Value in business markets : what do we know? where are we going?Industrial Marketing Management, 34
(2005)
Supply Chain Management in Construction: An Analysis of the Appropriateness of Supply Chain Management Thinking for the Construction Industry
D. Walters (1999)
Marketing and operations management: an integrated approach to new ways of delivering valueManagement Decision, 37
George Akeelof, Bernard Saffran, W. Nordhaus, G. Malfa, C. Holt, J. Letiche (2005)
THE MARKET FOR "LEMONS": QUALITY UNCERTAINTY AND THE MARKET MECHANISM *
Marco Galvagno, D. Dalli (2014)
Theory of value co-creation: a systematic literature reviewManaging Service Quality, 24
A. Lindgreen, M. Hingley, D. Grant, R. Morgan (2012)
Value in business and industrial marketing: Past, present, and futureIndustrial Marketing Management, 41
D. Walters, G. Lancaster (2000)
Implementing value strategy through the value chainManagement Decision, 38
European Business Journal, 15
D. Chicksand (2015)
Partnerships: The role that power plays in shaping collaborative buyer–supplier exchangesIndustrial Marketing Management, 48
M. Christopher (2005)
Logistics and supply chain management : creating value-adding networks
(2000)
Power Regimes: Mapping the DNA of Business and Supply Chain Relationships
R. Hess (2003)
Power in organizations.Journal of nursing scholarship : an official publication of Sigma Theta Tau International Honor Society of Nursing, 35 4
O. Williamson (1985)
The Economic Institutions of Capitalism: Firms, Markets, Relational Contracting
Marjolein Caniëls, C. Gelderman (2007)
Power and interdependence in buyer supplier relationships: A purchasing portfolio approachIndustrial Marketing Management, 36
W. Gallie (1994)
Essentially Contested ConceptsThe Importance of Language
Strategic Management Journal, 30
R. Woodruff (1997)
Customer value: The next source for competitive advantageJournal of the Academy of Marketing Science, 25
Wolfgang Ulaga, Andreas Eggert (2005)
Relationship Value in Business Markets: The Construct and Its DimensionsJournal of Business-to-Business Marketing, 12
(1990)
Supply Chain Management, Partnerships
S. Vargo, R. Lusch (2012)
The Nature and Understanding of Value: A Service-Dominant Logic Perspective, 9
Adel El-Ansary, L. Stern (1972)
Power Measurement in the Distribution ChannelJournal of Marketing Research, 9
Behavioral Science, 2
M. Dodgson (1988)
The competitive challenge: Strategies for industrial innovation and renewal: David J. Teece, (Ballinger Publishing Company, 1987) pp. 256, $26.95Research Policy, 17
V. Cook (1983)
Marketing Strategy and Differential AdvantageJournal of Marketing, 47
A. Cox, G. Watson, Chris Lonsdale, J. Sanderson (2004)
Managing appropriately in power regimes: relationship and performance management in 12 supply chain casesSupply Chain Management, 9
L. Ellram, M. Cooper (1990)
Supply Chain Management, Partnership, and the Shipper ‐ Third Party RelationshipThe International Journal of Logistics Management, 1
Gary Frazier, K. Antia (1995)
Exchange relationships and interfirm power in channels of distributionJournal of the Academy of Marketing Science, 23
Jules Townshend (2007)
Power, A Radical ViewContemporary Political Theory, 6
J. Ramsay, B. Wagner (2009)
Organisational Supplying Behaviour: Understanding supplier needs, wants and preferencesJournal of Purchasing and Supply Management, 15
D. Chicksand (2009)
Creating a Sustainable UK Farming and Food Industry : An Analysis of Partnership Thinking as a Solution to the Problems in the UK Farming and Food Industry
N. Campbell, M. Cunningham (1983)
Customer analysis for strategy development in industrial marketsSouthern Medical Journal, 4
S. Vargo, R. Lusch (2012)
Special Issue – Toward a Better Understanding of the Role of Value in Markets and Marketing
R. Emerson (1962)
Power-Dependence RelationsPower in Modern Societies
Proceedings of the Aristotelian Society, 56
PurposeThe purpose of this paper is to consider how value can be better defined and to understand the drivers of value appropriation in business relationships. In doing so, the authors explore the role that power plays in determining the sharing of value in those relationships.Design/methodology/approachThis paper contains a conceptual discussion about value and the appropriation of value in business relationships, which leads to the development of a methodology for assessing the sharing of value.FindingsIn this paper, the authors have developed a view of total value in supply chain relationships. They argue that the value of the relationship is the sum of the customer and supplier value, including both tangible and intangible benefits and sacrifices. In addition, they maintain that the appropriation of value in a business relationship is reliant upon: the power both parties possess; the direct and tangible value each party has to offer; and the indirect and intangible value that each has to offer. They also provide a methodology, which can be used to determine the sharing of value between two actors within a business exchange.Research limitations/implicationsIn arriving at the conceptualisation of total value and in the discussion of value appropriation in business relationships, the authors drew upon extant literature. However, a limitation is that they were unable to fully consider all the academic discourse centred on value and value appropriation.Originality/valueThe discussion brings together the issues of customer value and supplier value to the concept of “total value”. Thereafter, it links the contentious issue of buyer and supplier power, so as to better understand the appropriation of value in business relationships.
Journal of Business and Industrial Marketing – Emerald Publishing
Published: Mar 5, 2018
Read and print from thousands of top scholarly journals.
Already have an account? Log in
Bookmark this article. You can see your Bookmarks on your DeepDyve Library.
To save an article, log in first, or sign up for a DeepDyve account if you don’t already have one.
Copy and paste the desired citation format or use the link below to download a file formatted for EndNote
Access the full text.
Sign up today, get DeepDyve free for 14 days.
All DeepDyve websites use cookies to improve your online experience. They were placed on your computer when you launched this website. You can change your cookie settings through your browser.