Advanced

The dominant logic of an industry: exploring a holistic view of value capture

Vahidi Mazinani, Babak LU ; Cummings, Adele LU and Hallberger, Petter LU (2015) ENTN39 20151
Department 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:
author
Vahidi Mazinani, Babak LU ; Cummings, Adele LU and Hallberger, Petter LU
supervisor
organization
course
ENTN39 20151
year
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},
  keyword      = {Value Capture,Value Appropriation,Organizational Capabilities,Pricing Capabilities,Culture,Industry Dominant Logic},
  language     = {eng},
  note         = {Student Paper},
  title        = {The dominant logic of an industry: exploring a holistic view of value capture},
  year         = {2015},
}