How firms synergise: Understanding motives and management of co-creation for business-to-business services

Stephan Schwetschke, Christopher Durugbo*

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

16 Citations (Scopus)

Abstract

This article explores the motives for service co-creation in business-to-business (B2B) relationships and provides insight into the management practices for service co-creation. A literature review scrutinises the state of current literature on co-creation and B2B relationships. The insights build the foundation for a theoretical research model. This is followed by semi-structured interviews with 12 key informants from firms in B2B relationships for service co-creation. The empirical data was used to evaluate the applicability of the research model in practice and to refine it accordingly. The findings from the case firms suggest that co-creation is a catalyst for synergetic effects derived from competitive advantage and business transformation. This catalytic capability is dependent on the nature of collaboration, interaction, governance and the value co-creation activities themselves provide that underlie how entities are co-opted and involved. The implications of the study and potential future research directions are also discussed.

Original languageEnglish
Pages (from-to)258-284
Number of pages27
JournalInternational Journal of Technology Management
Volume76
Issue number3-4
DOIs
Publication statusPublished - 2018

Keywords

  • B2B relationships
  • Industrial services
  • Value co-creation

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