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Presentation
Value Co-Destruction in Complex B2B Relations: Conceptualization and Mechanisms
Academy of Marketing Science (AMS) Annual Conference (2013)
  • Javier Marcos-Cuevas, Nathan, Australia
  • Daniel D. Prior, Nathan, Australia
  • Matias G. Enz, Nathan, Australia
Abstract
Over the last decade, value co-creation has attracted a great deal of interest as a joint process of mutual benefits realization. However, few studies consider close buyer-supplier interactions that either do not affect value creation or, indeed, lead to its destruction. We contribute to this area by developing the notion of value co-destruction as the obliteration of benefits or the elimination of opportunities for benefits creation in buyer-supplier exchange. We consider value as an in-use, phenomenological concept and its destruction or elimination the result of activities of actors in an exchange context. We develop this notion of value destruction in terms of economic - perceptual, direct - indirect, and individual - organizational manifestations. We also consider the underlying mechanisms that influence these in terms of managerial economic decisions, organizational processes and social dynamics within the relational exchange process.
Disciplines
Publication Date
2013
DOI
10.1007/978-3-319-10951-0_55
Citation Information
Javier Marcos-Cuevas, Daniel D. Prior and Matias G. Enz. "Value Co-Destruction in Complex B2B Relations: Conceptualization and Mechanisms" Academy of Marketing Science (AMS) Annual Conference (2013)
Available at: http://works.bepress.com/matias-enz/4/