IDEAS home Printed from https://ideas.repec.org/a/fan/mcmcmc/vhtml10.3280-mc2017-004007.html
   My bibliography  Save this article

Disclosing the dark side of value processes in business relationships

Author

Listed:
  • Daniela Corsaro

Abstract

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.

Suggested Citation

  • Daniela Corsaro, 2017. "Disclosing the dark side of value processes in business relationships," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2017(4), pages 125-149.
    • Handle: RePEc:fan:mcmcmc:v:html10.3280/mc2017-004007
    as

    Download full text from publisher

    File URL: http://www.francoangeli.it/riviste/Scheda_Rivista.aspx?IDArticolo=60334&Tipo=ArticoloPDF
    Download Restriction: Single articles can be downloaded buying download credits, for info: https://www.francoangeli.it/DownloadCredit
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Nicoletta Buratti & Riccardo Lanzara & Michele Simoni, 2016. "Technological innovation and marketing. a multi-perspective analysis," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2016(1), pages 19-44.
    2. Roberta Sebastiani, 2015. "The service innovation challenge," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2015(2), pages 7-12.
    3. Shaker A. Zahra & R. Isil Yavuz & Deniz Ucbasaran, 2006. "How Much do you Trust Me? The Dark Side of Relational Trust in New Business Creation in Established Companies," Entrepreneurship Theory and Practice, , vol. 30(4), pages 541-559, July.
    4. Lisa De Propris, 2002. "Types of innovation and inter-firm co-operation," Entrepreneurship & Regional Development, Taylor & Francis Journals, vol. 14(4), pages 337-353, October.
    5. Deligonul, Seyda & Kim, Daekwan & Roath, Anthony S. & Cavusgil, Erin, 2006. "The Achilles' heel of an enduring relationship: Appropriation of rents between a manufacturer and its foreign distributor," Journal of Business Research, Elsevier, vol. 59(7), pages 802-810, July.
    6. Ertimur, Burçak & Venkatesh, Alladi, 2010. "Opportunism in co-production: Implications for value co-creation," Australasian marketing journal, Elsevier, vol. 18(4), pages 256-263.
    7. Ritter, Thomas & Gemunden, Hans Georg, 2003. "Network competence: Its impact on innovation success and its antecedents," Journal of Business Research, Elsevier, vol. 56(9), pages 745-755, September.
    8. Wagner, Stephan M. & Eggert, Andreas & Lindemann, Eckhard, 2010. "Creating and appropriating value in collaborative relationships," Journal of Business Research, Elsevier, vol. 63(8), pages 840-848, August.
    9. Wolfgang Ulaga & Andreas Eggert, 2006. "Value-Based Differentiation in Business Relationships: Gaining and Sustaining Key Supplier Status," Post-Print hal-00482456, HAL.
    10. Sandy D. Jap & Erin Anderson, 2003. "Safeguarding Interorganizational Performance and Continuity Under Ex Post Opportunism," Management Science, INFORMS, vol. 49(12), pages 1684-1701, December.
    11. Dubois, Anna & Gadde, Lars-Erik, 2002. "Systematic combining: an abductive approach to case research," Journal of Business Research, Elsevier, vol. 55(7), pages 553-560, July.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Anna Adamik & Michał Nowicki, 2019. "Pathologies and Paradoxes of Co-Creation: A Contribution to the Discussion about Corporate Social Responsibility in Building a Competitive Advantage in the Age of Industry 4.0," Sustainability, MDPI, vol. 11(18), pages 1-38, September.
    2. Kazadi, Kande & Lievens, Annouk & Mahr, Dominik, 2016. "Stakeholder co-creation during the innovation process: Identifying capabilities for knowledge creation among multiple stakeholders," Journal of Business Research, Elsevier, vol. 69(2), pages 525-540.
    3. Kindström, Daniel & Kowalkowski, Christian & Sandberg, Erik, 2013. "Enabling service innovation: A dynamic capabilities approach," Journal of Business Research, Elsevier, vol. 66(8), pages 1063-1073.
    4. Hadjielias, Elias & Christofi, Michael & Vrontis, Demetris & Khan, Huda, 2022. "Social impact through family firms’ interorganizational relationships within a community and a cooperative: An embedded view of stewardship," Journal of Business Research, Elsevier, vol. 139(C), pages 584-601.
    5. Chou, Hsin-Hui & Zolkiewski, Judy, 2012. "Managing resource interaction as a means to cope with technological change," Journal of Business Research, Elsevier, vol. 65(2), pages 188-195.
    6. Mdarhri Alaoui Saâd & Noureddine Amine, 2019. "The Impact Of Power And Relationship Quality On Value Creation and Appropriation in Buyer–Supplier Relationships," Review of Marketing Science, De Gruyter, vol. 17(1), pages 47-80, June.
    7. Corsaro, Daniela, 2019. "Capturing the broader picture of value co-creation management," European Management Journal, Elsevier, vol. 37(1), pages 99-116.
    8. Evelien Lambrecht & Nicole Taragola & Bianka Kühne & Maarten Crivits & Xavier Gellynck, 2015. "Networking and innovation within the ornamental plant sector," Agricultural and Food Economics, Springer;Italian Society of Agricultural Economics (SIDEA), vol. 3(1), pages 1-20, December.
    9. Louise Bildsten, 2014. "Buyer-supplier relationships in industrialized building," Construction Management and Economics, Taylor & Francis Journals, vol. 32(1-2), pages 146-159, February.
    10. Aarikka-Stenroos, Leena & Sandberg, Birgitta, 2012. "From new-product development to commercialization through networks," Journal of Business Research, Elsevier, vol. 65(2), pages 198-206.
    11. Renata P. Brito & Priscila L. S. Miguel, 2017. "Power, Governance, and Value in Collaboration: Differences between Buyer and Supplier Perspectives," Journal of Supply Chain Management, Institute for Supply Management, vol. 53(2), pages 61-87, April.
    12. Adrienn Papp, 2019. "Innovation Cooperation: Buyer-Supplier Relations," Theory Methodology Practice (TMP), Faculty of Economics, University of Miskolc, vol. 15(01), pages 67-74.
    13. Sebastian Forkmann & Jonathan Webb & Stephan C. Henneberg & Lisa K. Scheer, 2022. "Boundary spanner corruption: a potential dark side of multi-level trust in marketing relationships," Journal of the Academy of Marketing Science, Springer, vol. 50(5), pages 889-914, September.
    14. Donthu, Naveen & Kumar, Satish & Pattnaik, Debidutta, 2020. "Forty-five years of Journal of Business Research: A bibliometric analysis," Journal of Business Research, Elsevier, vol. 109(C), pages 1-14.
    15. Chao-Hung Wang & Kuan-Liang Chen, 2018. "Do Relationships have a Dark Side for Innovation Performance in the High-Tech Industry?," International Journal of Innovation and Technology Management (IJITM), World Scientific Publishing Co. Pte. Ltd., vol. 15(02), pages 1-22, April.
    16. Atefeh Yazdanparast & Ila Manuj & Michael Plasch & Markus Gerschberger & Daniela Freudenthaler, 2019. "Comparing Service, Product, And Process Innovations: Insights From The Internal Supply Chain Network Of A European Steel Manufacturing Firm," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 24(02), pages 1-38, April.
    17. Hullova, Dusana & Laczko, Pavel & Frishammar, Johan, 2019. "Independent distributors in servitization: An assessment of key internal and ecosystem-related problems," Journal of Business Research, Elsevier, vol. 104(C), pages 422-437.
    18. Pascal Dey & Chris Steyaert, 2016. "Rethinking the Space of Ethics in Social Entrepreneurship: Power, Subjectivity, and Practices of Freedom," Journal of Business Ethics, Springer, vol. 133(4), pages 627-641, February.
    19. Saarijärvi, Hannu & Mitronen, Lasse & Yrjölä, Mika, 2014. "From selling to supporting – Leveraging mobile services in the context of food retailing," Journal of Retailing and Consumer Services, Elsevier, vol. 21(1), pages 26-36.
    20. Bentivoglio, Deborah & Bucci, Giorgia & Belletti, Matteo & Finco, Adele, 2022. "A theoretical framework on network’s dynamics for precision agriculture technologies adoption," Revista de Economia e Sociologia Rural (RESR), Sociedade Brasileira de Economia e Sociologia Rural, vol. 60(4), January.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:fan:mcmcmc:v:html10.3280/mc2017-004007. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Stefania Rosato (email available below). General contact details of provider: http://www.francoangeli.it/riviste/sommario.aspx?IDRivista=210 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.