Mapping the values in B2B relationships: a systemic, knowledge-based perspective

Powell, John Hamer and Swart, J. 2010. Mapping the values in B2B relationships: a systemic, knowledge-based perspective. Industrial Marketing Management 39 (3) , pp. 437-449. 10.1016/j.indmarman.2008.11.011

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Abstract

The management of an enduring relationship between provider and supplier has at its heart an implicit interaction between the valuation systems of the counterparts. We take the view that this interaction is conveniently understood through the lens of knowledge management. Knowledge management informs our treatment of business to business relationships through two mechanisms. It helps us manage better the dissemination and co-creation of knowledge in an organisation and new work in the mapping of knowledge allows us to represent the knowledge aspects of a relationship in a way which allows us to manage it better. We present, therefore, an approach to allow the specific representation of these valuation systems and their interaction, using a case study of the marketing of a nuclear submarine programme to a government. A conclusion is that structures which support the co-creation of knowledge between the companies is critical to winning the contract and we indicate how this co-creation can be engendered.

Item Type:	Article
Date Type:	Publication
Status:	Published
Schools:	Business (Including Economics)
Subjects:	H Social Sciences > H Social Sciences (General) H Social Sciences > HD Industries. Land use. Labor H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management H Social Sciences > HF Commerce J Political Science > JN Political institutions (Europe) > JN101 Great Britain
Uncontrolled Keywords:	Marketing ; Systems thinking ; Knowledge management ; Co-production
Publisher:	Elsevier
ISSN:	0019-8501
Last Modified:	19 Mar 2016 22:31
URI:	https://orca.cardiff.ac.uk/id/eprint/19462

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