A Proposal of B to B Collaboration Process Model based on a Concept of Service and its Application to Energy Saving Service Business

Zhang, Qi; Kosaka, Michitaka; Shirahada, Kunio; Yabutani, Takashi

doi:10.1541/ieejeiss.132.1035

Cited by 5 publications

(2 citation statements)

References 1 publication

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“…The solutions should focus on the creation of value through services to ensure the solution will create customer satisfaction for the services delivered. The services provided may be customised to meet individual customer needs (Zhang, Kosaka, Shirahada, & Yabutani, 2012). For service companies, the creation and maintenance of value is a competitive strategy focused on the quality of the services delivered and customer satisfaction (Vargo, Maglio, & Akaka, 2008).…”

Section: Analysis and Value Creationmentioning

confidence: 99%

Value Added Elements According to Buyer Companies in a B2B Context

Battaglia

Schimith

Marciano

et al. 2015

BAR, Braz. Adm. Rev.

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This paper analyses how buyer companies perceive the value added to products and services offered by their suppliers and identifies the predominant elements that affect purchasing decisions and establishment of relationships between companies in a B2B context. A multiple case study was developed in 12 buyer companies from three industrial segments in southern Brazil: metal-mechanics, furniture and foods. The findings show that for supplier companies in the metal-mechanics industry to add value, they must identify buyers' needs, develop technology/innovation, be focused on competitive aspects, keep control of the supply chain, provide different purchasing channels, develop partnerships, and adapt to cultural aspects. Companies in the food industry consider the model for creating value to adapt to meet customer needs, the effective use of purchasing channels, functionality of products, and technical knowledge. The companies in the furniture industry value the methods that suppliers use to capture and implement required changes, effective control of the supply chain, and the representativeness of the suppliers' brand in the market. This study captures the perception of buyer companies in relation to predominant value-adding elements and could guide decisions for the adoption of managerial actions by supplier companies focused on adding value.

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Section: Analysis and Value Creationmentioning

confidence: 99%

Value Added Elements According to Buyer Companies in a B2B Context

Battaglia

Schimith

Marciano

et al. 2015

BAR, Braz. Adm. Rev.

View full text Add to dashboard Cite

show abstract

“…The KIKI model [5] is proposed for value co-creation activities through knowledge creation in businesses by a service approach. Value co-creation activities are treated as collaboration in the framework.…”

Section: Introductionmentioning

confidence: 99%

SECI model and KIKI model on knowledge creation

Zhang

Kosaka

2013

2013 10th International Conference on Service Systems and Service Management

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Various theories related to knowledge creation have been proposed by academics and practitioners in business. Most knowledge-creation theories are focused on knowledge transfer and development by a firm-centered view, such as the SECI model. In the meantime, the customer-centered view is highlighted in marketplaces instead of the firm-centered view due to the concept of valuein-use. Since knowledge creation is treated as a main force to deal with complicated marketplaces in today's economy, knowledge creation has been essential with customer value creation. In this paper, we distinguish the SECI model and the KIKI model on knowledge creation. The SECI model is proposed for knowledge conversion between two knowledge types by an interaction dynamic in an organizational context. The KIKI model is proposed for value co-creation based on knowledge creation by a service approach, which is a justification process in knowledge creation towards customer value creation. This paper gives two innovation cases to reveal the distinguishable implication between the SECI model and the KIKI model for knowledge creation.

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Application of the KIKI model for an English education project

Zhang

Kosaka

2014

2014 11th International Conference on Service Systems and Service Management (ICSSSM)

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A Proposal of B to B Collaboration Process Model based on a Concept of Service and its Application to Energy Saving Service Business

Cited by 5 publications

References 1 publication

Value Added Elements According to Buyer Companies in a B2B Context

Value Added Elements According to Buyer Companies in a B2B Context

SECI model and KIKI model on knowledge creation

Application of the KIKI model for an English education project

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