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A holistic study of the factors influencing the co-creation process in the B2B market from two perspectives

Akolk, Ninja LU ; Huang, Ying LU and Perrone, Valeria LU (2016) ENTN39 20161
Department of Business Administration
Abstract
Abstract

Title: A holistic study of the factors influencing the co-creation process in the B2B market from two perspectives
v
Date of the seminar: 25.05.2016

Course: ENTN39 Master‘s Corporate Entrepreneurship and Innovation Internship and degree project (Master‘s thesis 15 ECTS)

Supervisor: Joakim Winborg

Research questions: What factors influence the co-creation process in a B2B context from the supplier and the client perspective? How do those factors influence the co-creation process?

Methodology: A qualitative case-study was carried out through semi-structured interviews with the clients of a B2B company and their Key Account Managers. The perspectives of both the client and the Key Account Manager were included to... (More)
Abstract

Title: A holistic study of the factors influencing the co-creation process in the B2B market from two perspectives
v
Date of the seminar: 25.05.2016

Course: ENTN39 Master‘s Corporate Entrepreneurship and Innovation Internship and degree project (Master‘s thesis 15 ECTS)

Supervisor: Joakim Winborg

Research questions: What factors influence the co-creation process in a B2B context from the supplier and the client perspective? How do those factors influence the co-creation process?

Methodology: A qualitative case-study was carried out through semi-structured interviews with the clients of a B2B company and their Key Account Managers. The perspectives of both the client and the Key Account Manager were included to address the identified gap in literature.

Theoretical perspectives: This study is based on the definition of co-creation by Frow et al. (2011) and factors influencing co-creation or implied phenomena such as collaboration (Mattessich et al., 1992; Nambisan & Baron, 2009; Füller, 2010; Hoyer et al., 2010; Ngugi et al., 2010; Aarikka-Stenroos & Jaakkola, 2012; Reay & Seddighi, 2012; Schumann et al., 2012; Verma et al., 2012; Yi & Gong, 2013; Kukk et al., 2014; Mahr et al., 2014; Baumann & Le Meunier-FitzHugh, 2015).

Conclusions: Given the purpose of identifying factors that influence the co-creation process from a holistic point of view, it can be concluded that, if the prerequisites for co-creation are fulfilled, shared focus, knowledge, certain contact person’s characteristics such as pro-activeness, problem-solving attitude and development orientation as well as open and planned communication affect the co-creation process significantly. However, the effect depends on the respective phase in the process. This implies for managers who want to manage the co-creation process to focus on these factors in each phase in order to enhance the process. (Less)
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author
Akolk, Ninja LU ; Huang, Ying LU and Perrone, Valeria LU
supervisor
organization
course
ENTN39 20161
year
type
H1 - Master's Degree (One Year)
subject
keywords
value, co-creation, factors, influence, customer relations, collaboration, B2B, model of co-creation, phases of co-creation
language
English
id
8876457
date added to LUP
2016-06-21 14:27:23
date last changed
2016-06-21 14:27:23
@misc{8876457,
  abstract     = {Abstract

Title: A holistic study of the factors influencing the co-creation process in the B2B market from two perspectives
v
Date of the seminar: 25.05.2016

Course: ENTN39 Master‘s Corporate Entrepreneurship and Innovation Internship and degree project (Master‘s thesis 15 ECTS)

Supervisor: Joakim Winborg

Research questions: What factors influence the co-creation process in a B2B context from the supplier and the client perspective? How do those factors influence the co-creation process?

Methodology: A qualitative case-study was carried out through semi-structured interviews with the clients of a B2B company and their Key Account Managers. The perspectives of both the client and the Key Account Manager were included to address the identified gap in literature.

Theoretical perspectives: This study is based on the definition of co-creation by Frow et al. (2011) and factors influencing co-creation or implied phenomena such as collaboration (Mattessich et al., 1992; Nambisan & Baron, 2009; Füller, 2010; Hoyer et al., 2010; Ngugi et al., 2010; Aarikka-Stenroos & Jaakkola, 2012; Reay & Seddighi, 2012; Schumann et al., 2012; Verma et al., 2012; Yi & Gong, 2013; Kukk et al., 2014; Mahr et al., 2014; Baumann & Le Meunier-FitzHugh, 2015).

Conclusions: Given the purpose of identifying factors that influence the co-creation process from a holistic point of view, it can be concluded that, if the prerequisites for co-creation are fulfilled, shared focus, knowledge, certain contact person’s characteristics such as pro-activeness, problem-solving attitude and development orientation as well as open and planned communication affect the co-creation process significantly. However, the effect depends on the respective phase in the process. This implies for managers who want to manage the co-creation process to focus on these factors in each phase in order to enhance the process.},
  author       = {Akolk, Ninja and Huang, Ying and Perrone, Valeria},
  keyword      = {value,co-creation,factors,influence,customer relations,collaboration,B2B,model of co-creation,phases of co-creation},
  language     = {eng},
  note         = {Student Paper},
  title        = {A holistic study of the factors influencing the co-creation process in the B2B market from two perspectives},
  year         = {2016},
}