Value co-creation in knowledge intensive business services: A dyadic perspective on the joint problem solving process

Aarikka‐Stenroos, Leena; Jaakkola, Elina

doi:10.1016/j.indmarman.2011.11.008

Cited by 622 publications

(424 citation statements)

References 49 publications

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“…In this view, a deepening knowledge of the potential customers and the interactions with them becomes critical, since the formulation of the business idea helps firms to create a business idea consistent with the needs and requirements of the market segment, i.e., products or services that will be sold. The co-creative paradigm recognizes that consumers, both existing and potential, are prerequisites for the creation of value because they exert a considerable influence on the formulation of the value proposition through the contribution of their own resources, and sometimes by adopting the roles of co-diagnoser, co-designers, co-producers, and co-implementers [76] (p. 23). When customers and providers interact, their shared knowledge of reality becomes reinforced because they understand that their respective perceptions of reality are related [77].…”

Section: Market Profitability Relatednessmentioning

confidence: 99%

How Business Idea Fit Affects Sustainability and Creates Opportunities for Value Co-Creation in Nascent Firms

et al. 2018

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Abstract:A well-defined business idea is essential for nascent business sustainability in the future. The business idea must fit firm knowledge and resources to a profitable business opportunity. This work adopts the framework of value co-creation, strongly related to the service-dominant logic paradigm. We ask how does business idea fit affect new venture sustainability and create opportunities for value co-creation. We propose that a business idea that lacks fit is less sustainable, but it could create opportunities for value co-creation. This study develops and validates an empirically grounded taxonomy of business idea fit based on 729 Australian nascent firms using quantitative data generated from the results of a large study called CAUSEE (Comprehensive Australian Study of Entrepreneurial Emergence). A cluster analysis is used to identify distinct patterns of business idea fit. The empirical taxonomy developed in this study found four distinct clusters of firms, which were distinguished by the fit of their new business idea to knowledge, resources and market profitability: very good fit, low knowledge fit, low profit fit and low fit. Results show how these different patterns of fit create opportunities for value co-creation to create business future sustainability.

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Section: Market Profitability Relatednessmentioning

confidence: 99%

How Business Idea Fit Affects Sustainability and Creates Opportunities for Value Co-Creation in Nascent Firms

et al. 2018

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“…Examples include knowledge-intensive services such as consultancy, corporate banking, advertising or prototyping , which feature continuous problem solving and require extensive joint activities between buyers and sellers for solutions to be designed and value to emerge (Kohtamäki, Partanen and Möller 2013;Aarikka-Stenroos and Jaakkola 2012).…”

Section: The Management and Marketing Of Innovation As A Servicementioning

confidence: 99%

“…However, while valuable in tracing the processes of co-creation, a focus on relationships and activities put to practice in value co-creation seem to render the exchanges themselves almost invisible. For instance, though Aarikka-Stenroos and Jaakkola's (2012) framework of supplier and customer roles in collaborative problem solving is comprehensive, none of the activities detailed refer to the commercial exchange itself.…”

Section: The Management and Marketing Of Innovation As A Servicementioning

confidence: 99%

Making incremental innovation tradable in industrial service settings

Geiger

Finch

2016

Journal of Business Research

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How do organizations develop, buy and sell incremental innovation as a service? In many knowledge-intensive business-to-business settings the locus of interaction has shifted from stable, discrete, and articulated products and services to the exchange of somewhat nebulous capacities of problem-solving, innovation and R&D services. In these exchanges, tensions and conflicts between actors can arise in seeking clarity as to what is being exchanged and how it is valuable, while at the same time attempting to keep the interaction open for future adjustments to the scope and content of the exchange. We combine a longitudinal case study of a chemical services firm with Galison's (1999) concept of a trading zone and contributions in industrial services marketing to assess how actors offer, value and exchange incremental innovation. Focusing on the contentious nature of innovation processes, our contributions to the understanding of intra-and interfirm behavior in marketing and purchasing are threefold:(1) We examine how incremental innovation is formatted as a tradable service; (2) We explain how buyers, sellers and developers exchange the service of incremental innovation even when this service remains contentious in its specification; (3) We argue that trading zones complement relational processes and contractual arrangements by allowing actors to preserve their own logics and expertise pertaining to innovation.

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“…It is significant to note that while Latham acknowledges the importance of value creation within the construction supply chain, literature concedes that there is a degree of complexity associated with the concept of value (Aarikka-Stenroos and Jaakkola, 2012;Sánchez-Fernández and Iniesta-Bonillo, 2007). Notwithstanding which, considerations of value and its appropriation are seen to influence buyer behaviour (Cox, 2004;Liu et al, 2005).…”

Section: Introductionmentioning

confidence: 99%

The ‘transaction X-ray’: understanding construction procurement

Aitken¹,

Paton

2016

Proceedings of the Institution of Civil Engineers - Management,

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2This paper presents the results of a case study, the Construction Case, which examines procurement practices within the UK construction supply chain and compares these with a more general UK sample taken from non-construction sectors. Using a qualitative methodology, the approaches to relationship management and buyer value perception are graphically mapped, using an innovative 'transaction X-ray' technique. The Construction Case considers procurement transactions conducted at various points along the construction value chain: the client, the construction firm and the specialist contractor. Recognising that the research design favours a small sample size, and thus limits generalisability beyond the boundaries of the case, the paper finds that construction industry procurement operates in an adversarial and largely arm's-length manner. While procurement practice is found to share common aspects with other industrial sectors, the case demonstrates that the construction industry is more adversarial and less collaborative than is the average found across the other sectors examined. The paper outlines a useful framework whereby construction practitioners can evaluate elements of procurement practice within their own organisations, and also signposts the required direction for future research in order to reflect the gap, suggested by the case, between current normative theory and construction procurement practice.

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Value co-creation in knowledge intensive business services: A dyadic perspective on the joint problem solving process

Cited by 622 publications

References 49 publications

How Business Idea Fit Affects Sustainability and Creates Opportunities for Value Co-Creation in Nascent Firms

How Business Idea Fit Affects Sustainability and Creates Opportunities for Value Co-Creation in Nascent Firms

Making incremental innovation tradable in industrial service settings

The ‘transaction X-ray’: understanding construction procurement

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