Authors: Birgitta Forsstrom; Jan-Åke Tornroos
There is only a limited understanding of value in business markets in situations where the interactiveprocess between the involved parties is assumed to contain a value creating ingredient. In neo-classiceconomic theory it is assumed that interaction only deals with how value is distributed or shared, notvalue as such. In the context of industrial buyer-seller relationships value is created through interactionover time. Interaction leads to differing degrees of dependence and interdependence. It is argued inthis paper that interdependencies – and creating and exploiting these – are essential in realising thevalue creation potential that exists in a business relationship.Keywords: value, value co-creation, buyer-seller dyad, partnership, interdependence, businessnetworks
Journal: ( – )
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Publish Year: 2005
Conference: Rotterdam, Netherlands (2005)