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Published 2010

Read in Norwegian

Publication details

Journal : European Business Review , vol. 22 , p. 539–555–17 , 2010

Publisher : Emerald Group Publishing Limited

International Standard Numbers :
Printed : 0955-534X
Electronic : 1758-7107

Publication type : Academic article

Contributors : Hammervoll, Trond; Toften, Kjell

Issue : 5

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Kjetil Aune
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Purpose – The purpose of this paper is to identify and explore important value-creation initiatives in buyer-seller relationships (BSRs).

Design/methodology/approach – Following a literature review and the presentation of an appropriate conceptual framework, an exploratory study of 14 BSRs in a variety of European industries is undertaken using in-depth semi-structured interviews with key informants.

Findings – The findings justify a distinction being drawn between two types of value-creation initiatives: those that are important in transaction-based arrangements (in which efficiency is paramount); and those that are important in interaction-based relationships (in which effectiveness is paramount). Of the ten value-creation initiatives identified in the literature review, seven were found to be of importance in the BSRs of the present sample.

Research limitations/implications – Despite genuine attempts to select a heterogeneous sample, most of the data did come from sellers. Future studies could look more deeply into buyer data to explore these issues in BSRs.

Practical implications – The paper provides managers with practical guidance on the selection of appropriate value-creation initiatives in various types of BSRs.

Originality/value – The paper reports the first known empirical study of value-creation initiatives in BSRs.