scholarly journals Power asymmetry and value creation in B2C relationship networks

2021 ◽  
Vol 57 (2) ◽  
pp. 161-176
Author(s):  
Marcin Wieczerzycki
Keyword(s):  
Value Creation ◽  
Power Distribution ◽  
Network Approach ◽  
Study Analysis ◽  
Crowd Sourcing ◽  
Case Study Analysis ◽  
Relationship Networks ◽  
Business To Consumer ◽  
A Company

Abstract The purpose of this paper is to explore the problem of power distribution within networks of relationships between companies and consumers (business-to-consumer (B2C) networks) and to examine the ways in which value is created and captured in such structures. To this end, we applied the network approach to multiple theoretical constructs describing collective consumer phenomena, carried over from the field of sociology to management science. Based on the literature and case study analysis, we managed to define a typology of B2C networks consisting of three types: (1) publics – centered around and dominated by a company, with no relationships between consumers themselves, creating value through crowd-sourcing; (2) communities – also centered around a company, but independent to a degree and more focused on consumer-to-consumer (C2C) relationships, creating value through consumer-managed projects; and (3) tribes – where companies serve only as peripheral actors, and their products – as potential symbols of affiliation, with value being created through creation and reinterpretation of the said products’ meanings (sign value).

Proactive Value Co-Creation via Structural Ambidexterity: Customer Success Management and the Modularization of Frontline Roles

2021 ◽  
pp. 109467052199756
Author(s):  
Bryan Hochstein ◽  
Nawar N. Chaker ◽  
Deva Rangarajan ◽  
Duane Nagel ◽  
Nathaniel N. Hartmann
Keyword(s):  
Value Creation ◽  
Functional Role ◽  
Service Firms ◽  
Study Analysis ◽  
Case Study Analysis ◽  
Multilevel Perspective ◽  
Business To Business ◽  
Depth Interviews

An increasing number of business-to-business (B2B) service firms have transitioned to recurring revenue-based solutions. These subscription B2B solutions are becoming increasingly common, yet offer challenges for long-term renewal if value is not consistently realized by the customer. To address this concern, customer success (CS) management has emerged. CS management is based on regular proactive action taken by the seller to (a) educate, prepare, and engage customers for value co-creation; (b) demonstrate the value delivered by the solution; and (c) provide a channel for advocacy on behalf of customers within the service-providing firm. Our findings highlight the under-researched topic of CS in B2B settings. Specifically, we propose the CS function and role as a structural alternative to within-person (i.e., cross-functional) ambidexterity and emphasize the ability of a CS focus by service firms to complement existing firm operations in value creation efforts. Our case study analysis provides a multilevel perspective (i.e., executive, functional role employees, and customers) via in-depth interviews that offer unique insights on “how parts of the service-sales system work together.” Overall, CS is growing as a practice that propagates value to the customer via ongoing success with solutions while improving service-firm renewal and growth of subscription business.

Value Creation in Business-to-Business Crowd Sourcing

Crowdsourcing ◽  
2019 ◽  
pp. 1419-1432
Author(s):  
Nina Helander ◽  
Hannu Kärkkäinen ◽  
Jari Jussila
Keyword(s):  
Social Media ◽  
Value Creation ◽  
Knowledge Society ◽  
Future Research ◽  
Full Potential ◽  
Crowd Sourcing ◽  
Multiple Case ◽  
Business To Consumer ◽  
Business To Business

In knowledge society the utilization of social media as a communication channel between people, groups and even companies is increasing. Current innovation and social media research has already shown the potential of crowdsourcing in the business-to-consumer (B2C) markets. The authors argue in this paper, however, that crowdsourcing has a great and yet partly undiscovered potential also in the context of business-to-business (B2B) markets. In order to get the full potential, a more detailed understanding of the logic of value creation in crowdsourcing activities between multiple stakeholders in B2B context is needed. This paper presents an exploratory study that is carried out as an empirical netnography-based multiple case study. The study opens up potential future research avenues by starting the discussion of value creation logic in B2B crowdsourcing. Practical implications are created through cases revealing what kind of value companies have already been able to gain from crowdsourcing in B2B context.

Value Creation in Business-To-Business Crowd Sourcing

2014 ◽  
Vol 5 (1) ◽  
pp. 28-39 ◽  
Author(s):  
Nina Helander ◽  
Hannu Kärkkäinen ◽  
Jari Jussila
Keyword(s):  
Social Media ◽  
Value Creation ◽  
Knowledge Society ◽  
Future Research ◽  
Full Potential ◽  
Crowd Sourcing ◽  
Multiple Case ◽  
Business To Consumer ◽  
Business To Business

In knowledge society the utilization of social media as a communication channel between people, groups and even companies is increasing. Current innovation and social media research has already shown the potential of crowdsourcing in the business-to-consumer (B2C) markets. The authors argue in this paper, however, that crowdsourcing has a great and yet partly undiscovered potential also in the context of business-to-business (B2B) markets. In order to get the full potential, a more detailed understanding of the logic of value creation in crowdsourcing activities between multiple stakeholders in B2B context is needed. This paper presents an exploratory study that is carried out as an empirical netnography-based multiple case study. The study opens up potential future research avenues by starting the discussion of value creation logic in B2B crowdsourcing. Practical implications are created through cases revealing what kind of value companies have already been able to gain from crowdsourcing in B2B context.

scholarly journals Is ESG Disclosure a Means to Respond to Catastrophic Events? A Case Study Analysis

2020 ◽  
Vol 15 (11) ◽  
pp. 53
Author(s):  
Arcangelo Marrone ◽  
Lara Oliva
Keyword(s):  
Corporate Image ◽  
Study Analysis ◽  
Legitimacy Theory ◽  
Catastrophic Events ◽  
Catastrophic Event ◽  
Case Study Analysis ◽  
Negative Effect ◽  
A Company

According to the legitimacy theory, disclosure can be considered as a tool for responding to the changing perceptions of a company's stakeholders. Based on this theory, this study, through a case study, examines the reaction of companies in terms of environmental, social, and governance (ESG) disclosure to catastrophic events that have a negative effect on the corporate image. Specifically, this study examines the integrated reports provided by Atlantia in the two years preceding the collapse of the Morandi bridge and in the year of the catastrophic event. The results, however, do not demonstrate significant changes to the ESG disclosure by Atlantia following the catastrophic event. The changes made can in fact be considered as a normal evolution of disclosure policies and not as an attempt to repair the lost legitimacy.

scholarly journals Integrated reporting and integrated thinking: A case study analysis

2020 ◽  
Vol 18 (1, Special Issue) ◽  
pp. 281-291
Author(s):  
Filippo Vitolla ◽  
Arcangelo Marrone ◽  
Nicola Raimo
Keyword(s):  
Value Creation ◽  
Public Institutions ◽  
Integrated Reporting ◽  
Management Philosophy ◽  
Case Study Analysis ◽  
Holistic Management ◽  
Quality Disclosure ◽  
Private And Public ◽  
A Company

The objective of the paper is to evaluate the motivations behind integrated disclosure, with particular reference to a holistic management philosophy and integrated thinking. This aspect is particularly relevant because very often companies undertake sustainability paths only for purely opportunistic reasons or to respond formally to context pressures. On the contrary, it is very interesting to analyze companies that base their sustainability policies on solid ethical and moral values. In particular, the analysis was conducted through the methodology of the case study, on a company operating in the transport industry. The analyzed company is characterized by a business model oriented towards sustainability. The results of the analysis showed that at the basis of a quality disclosure there is integrated thinking that pervades all managerial processes in a transversal way. In this perspective, integrated reporting becomes a tool capable of offering an articulated representation of shared value creation processes. This has led not only to extend the content of the information reported but also to broaden the categories of recipients of the report (not only investors but also customers, suppliers, communities, workers, private and public institutions).

Value Creation in Business-to-Business Crowd Sourcing

2019 ◽  
pp. 769-782
Author(s):  
Nina Helander ◽  
Hannu Kärkkäinen ◽  
Jari Jussila
Keyword(s):  
Social Media ◽  
Value Creation ◽  
Knowledge Society ◽  
Future Research ◽  
Full Potential ◽  
Crowd Sourcing ◽  
Multiple Case ◽  
Business To Consumer ◽  
Business To Business

In knowledge society the utilization of social media as a communication channel between people, groups and even companies is increasing. Current innovation and social media research has already shown the potential of crowdsourcing in the business-to-consumer (B2C) markets. The authors argue in this paper, however, that crowdsourcing has a great and yet partly undiscovered potential also in the context of business-to-business (B2B) markets. In order to get the full potential, a more detailed understanding of the logic of value creation in crowdsourcing activities between multiple stakeholders in B2B context is needed. This paper presents an exploratory study that is carried out as an empirical netnography-based multiple case study. The study opens up potential future research avenues by starting the discussion of value creation logic in B2B crowdsourcing. Practical implications are created through cases revealing what kind of value companies have already been able to gain from crowdsourcing in B2B context.

The process of change in accelerated experiential dynamic psychotherapy (AEDP): A case study analysis.

2018 ◽  
Vol 28 (2) ◽  
pp. 213-232
Author(s):  
Rayna D. Markin ◽  
Kevin S. McCarthy ◽  
Amy Fuhrmann ◽  
Danny Yeung ◽  
Kari A. Gleiser
Keyword(s):  
Study Analysis ◽  
Dynamic Psychotherapy ◽  
Process Of Change ◽  
Case Study Analysis
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