Understanding the spill-over effect of value co-creation in buyer–supplier interactions: a strategic view

Samir Gupta, Michael Polonsky

Research output: Contribution to journalArticleResearchpeer-review

Abstract

Purpose: This study aims to explore how the co-created value arising from integrated solutions results in both, intended and spill-over effects. Design/methodology/approach: The research uses a qualitative multi-level field study, with data from 12 respondents in 1 supplier firm and 29 respondents from 10 buying firms. Findings: The resulting propositions suggest that co-created value developed through exploitative and emerging strategies, each may lead to both higher intended and spill-over effects. However, it appears that exploitative strategies are more effective in returning intended effects, whereas emerging strategies lead to higher spill-over effects. Research limitations/implications: The results are exploratory, obtained from a limited number of buyer companies. Concerns of external validity were traded off against opportunities to gain insights into a poorly understood phenomenon. Originality/value: The paper contributes to the existing value co-creation literature by offering insights from integrated solutions, associated with the development of buyer and seller relationships. The resulting propositions suggest that co-created value developed through both exploitative and emerging strategies may each lead to both higher intended and spill-over effects. However, it appears that exploitative strategies are more effective in returning intended effects, whereas emerging strategies lead to higher spill-over effects.

Original languageEnglish
Number of pages17
JournalJournal of Business and Industrial Marketing
DOIs
Publication statusAccepted/In press - 2020

Keywords

  • Co-created value
  • Emerging strategies
  • Exploitative
  • Exploitative strategies
  • Explorative
  • Integrated solutions
  • Spill-over effect

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