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Creating and appropriating value in collaborative relationships

机译：在合作关系中创造和分配价值

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Business relationships provide means tor creating and appropriating superior value in the marketplace. To date, research pertains almost exclusively to the value after relationship creation and sharing among exchange partners. Consequently, the interaction between value creation and value appropriation remains relatively unknown in collaborative relationships. Drawing on equity theory, this study proposes a conceptual model that positions value creation and value appropriation as focal variables within the nomological net of business relationships. Data collected from industrial customer-supplier projects reveal that value appropriation is the strongest driver of project satisfaction. Customer firms perceive value creation as positive only if they appropriate a larger slice of the bigger value pie. Information exchange moderates customer firms' evaluations of value creation and appropriation efforts. In contrast to the highly competitive nature at the project level, embedding the supplier project in an ongoing sourcing relationship reveals cooperative elements in the customer-supplier interaction. Greater relational satisfaction favors less aggressive value appropriation efforts. These insights help bridge the gap between managerial metrics that focus on successful value appropriation and academic models that attend to variables that capture the quality of ongoing relationships.
机译：业务关系为创造和分配市场上的卓越价值提供了手段。迄今为止，研究几乎只涉及建立关系并在交换伙伴之间共享之后的价值。因此，在合作关系中，价值创造与价值挪用之间的相互作用仍然相对未知。借鉴公平理论，本研究提出了一个概念模型，该模型将价值创造和价值占有定位为业务关系法学网络内的焦点变量。从工业客户-供应商项目中收集的数据表明，价值分配是项目满意度的最强驱动力。客户公司只有将更大份额的大块蛋糕中的一部分拿出来，才将价值创造视为积极的。信息交流可以减轻客户公司对价值创造和拨款工作的评估。与项目级别的高度竞争性质相反，将供应商项目嵌入到持续的采购关系中可以揭示客户与供应商互动中的合作元素。较高的关系满意度有利于减少积极的价值分配工作。这些见解有助于弥合专注于成功价值分配的管理指标与关注捕获持续关系质量的变量的学术模型之间的鸿沟。

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