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首页> 外文期刊>Journal of Business Research >Co-creating value from knowledge-intensive business services in manufacturing firms: The moderating role of relationship learning in supplier-customer interactions
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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

机译：通过制造企业知识密集型业务服务共同创造价值：关系学习在供应商与客户互动中的调节作用

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摘要

This study seeks evidence for a positive moderating role of relationship learning in the relation between manufacturing firms' knowledge-intensive business services (RIBS), 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. (C) 2016 Elsevier Inc. All rights reserved.
机译：这项研究寻求证据证明关系学习在制造公司的知识密集型业务服务（RIBS）（即用于开发定制解决方案的产品相关服务）与公司特定于客户的销售业绩之间的关系中起积极的调节作用。我们通过对91个供应商客户关系的调查得出的结果表明，KIBS产品本身不会产生绩效。取而代之的是，供应商与客户之间的关系必须以相互学习为特征，以便从供应商的KIBS产品中共同创造价值。我们的发现通过在KIBS环境中实现价值共创和价值挪用的核心活动更为细微的了解，扩展了有关工业服务业务的文献。 （C）2016 Elsevier Inc.保留所有权利。

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