The dominant logic of an industry: exploring a holistic view of value capture
(2015) ENTN39 20151Department of Business Administration
- Abstract
- The purpose of this thesis is to explore the relationship between environmental factors and value capture capabilities and their effect on value capture. A qualitative Case Study was conducted based on interviews from five Key Account Managers and the CFO and CEO of a Business to Business firm operating in the Nordic region. This thesis shows that despite having a superior value offering and high customer satisfaction, industry dominant logic is linked to culture (organizational capabilities) which influence the way a company approaches pricing strategies, negotiations with customers, communication of value and gathering and use of knowledge. These in turn, affect value capture.
Please use this url to cite or link to this publication:
http://lup.lub.lu.se/student-papers/record/7766904
- author
- Vahidi Mazinani, Babak LU ; Cummings, Adele LU and Hallberger, Petter LU
- supervisor
- organization
- course
- ENTN39 20151
- year
- 2015
- type
- H1 - Master's Degree (One Year)
- subject
- keywords
- Value Capture, Value Appropriation, Organizational Capabilities, Pricing Capabilities, Culture, Industry Dominant Logic
- language
- English
- id
- 7766904
- date added to LUP
- 2015-08-27 12:03:06
- date last changed
- 2015-08-27 12:03:06
@misc{7766904, abstract = {{The purpose of this thesis is to explore the relationship between environmental factors and value capture capabilities and their effect on value capture. A qualitative Case Study was conducted based on interviews from five Key Account Managers and the CFO and CEO of a Business to Business firm operating in the Nordic region. This thesis shows that despite having a superior value offering and high customer satisfaction, industry dominant logic is linked to culture (organizational capabilities) which influence the way a company approaches pricing strategies, negotiations with customers, communication of value and gathering and use of knowledge. These in turn, affect value capture.}}, author = {{Vahidi Mazinani, Babak and Cummings, Adele and Hallberger, Petter}}, language = {{eng}}, note = {{Student Paper}}, title = {{The dominant logic of an industry: exploring a holistic view of value capture}}, year = {{2015}}, }