Full Title
MERCATI & COMPETITIVITÀ
Publisher
FrancoAngeli
ISSN
1826-7386 (Printed Journal)
1972-4861 (Online Journal)
Journal Issue Number
4
Journal Issue Designation
4
Journal Issue Date (YYYY/MM)
2017/10
Full Title
Disclosing the dark side of value processes in business relationships
By (author)
First Page
125
Last Page
149
Language of text
English
Publication Date
2017/10
Copyright
2017 FrancoAngeli srl
Introduction or preface
Many scholars have recognized the negative consequences that arise from establishing and developing business relationships. Such consequences are also known as the dark side of business relationships. It has been stated that the dark side of business relationships limits value co-creation, if not destroying value entirely. At any rate, its wider effects on value processes beyond value co-creation still remain underinvestigated, with scant empirical evidence to date. This study aims to shed light on the implications of the dark side of business relationships for five value processes - namely, value co-creation, communication, measurement, appropriation, representation -. The empirical research analyzes 32 interviews with business-tobusiness managers in customer and supplier firms. Results from the study show that all value processes present a dark side and that their effects are interconnected. It thus also highlights the need for systematic and coordinated managerial actions aimed at managing such effects.
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