Details

Autor(en) / Beteiligte

• Marcos-Cuevas, Javier
• Nätti, Satu
• Palo, Teea
• Baumann, Jasmin

Titel

Value co-creation practices and capabilities: Sustained purposeful engagement across B2B systems

Ist Teil von

• Industrial marketing management, 2016-07, Vol.56, p.97-107

Ort / Verlag

New York: Elsevier Inc

Erscheinungsjahr

2016

Link zum Volltext

Quelle

Elsevier ScienceDirect Journals Complete

Beschreibungen/Notizen

• The paradigm of value co-creation in business markets is now well established in the marketing literature. However, the practices and capabilities for collaborative value co-creation are less understood, particularly in increasingly boundary-less interorganizational, network and ecosystem relationships. This paper describes sets of practices that organizations in business markets adopt to co-create value. We provide a theoretically-grounded, empirically-informed classification of value co-creating practices, identifying the underlying capabilities needed to realize value in B2B systems. We adopt a case study approach utilizing various methods of data collection to explore co-creation practices from four organizations. The analysis reveals that ‘sustained purposeful engagement’ underpins the organizations' ability to co-create and capture value. Implications for organizations willing to develop co-creation capabilities and practices are discussed. •Sustained purposeful engagement is proposed as a mechanism for value co-creation.•The mechanism connects actors' capabilities and practices.•Co-creative practices include linking, materializing and institutionalizing.•Authors describe capabilities underpinning the realization of co-creative practices.