A1 Refereed original research article in a scientific journal

Interactive value formation in inter-organizational relationships: Dynamic interchange between value co-creation, no-creation, and co-destruction




AuthorsHannu Makkonen, Rami Olkkonen

PublisherSage Publications

Publishing placeLondon

Publication year2017

JournalMarketing Theory

Journal acronymMT

Article number7

Volume17

Issue4

First page 517

Last page535

Number of pages19

ISSN1470-5931

eISSN1741-301X

DOIhttps://doi.org/10.1177/1470593117699661(external)

Web address http://journals.sagepub.com/doi/full/10.1177/1470593117699661(external)


Abstract

The article builds a framework for interactive value formation (IVF) in interorganizational relationships. The framework describes IVF as interplay between resource integration and a multilevel service system, which manifests in interaction episodes accumulating into a relationship. The interplay generates outcomes in which the actors are better off (co-creation), worse off (co-destruction), or indifferent (no-creation) to value gained. The framework is demonstrated in an empirical case of a cultural sponsorship relationship where the co-destructive and no-creative interaction episodes dominated co-creative instances, finally accumulating into a relationship outcome of value no-creation for both parties. The framework and the launched novel conceptualization of value no-creation contribute to the research on service systems, resource integration for value, and failure in value co-creation. The research on failure in value co-creation, that is, value co-destruction, is scant. This article further elaborates this research stream and bridges to the research on co-creation.



Last updated on 2024-26-11 at 18:24