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Co-creating value from knowledge-intensive business services in manufacturing firms: The moderating role of relationship learning in supplier–customer interactions

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  • Kohtamäki, Marko
  • Partanen, Jukka

Abstract

This study seeks evidence for a positive moderating role of relationship learning in the relation between manufacturing firms' knowledge-intensive business services (KIBS), i.e., product-related services for developing customized solutions, and firms' customer-specific sales performance. Our findings from a survey of 91 supplier–customer relationships indicate that KIBS offerings do not generate performance per se; instead, supplier–customer relationships must be characterized by relationship learning to co-create value from the supplier's KIBS offerings. Our findings extend the literature on industrial service businesses by shedding a more nuanced light on the core activities that enable value co-creation and value appropriation in the KIBS context.

Suggested Citation

  • Kohtamäki, Marko & Partanen, Jukka, 2016. "Co-creating value from knowledge-intensive business services in manufacturing firms: The moderating role of relationship learning in supplier–customer interactions," Journal of Business Research, Elsevier, vol. 69(7), pages 2498-2506.
    • Handle: RePEc:eee:jbrese:v:69:y:2016:i:7:p:2498-2506
    DOI: 10.1016/j.jbusres.2016.02.019
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