Conflicts and value co-creation in project networks

Mele, Cristina

doi:10.1016/j.indmarman.2011.06.033

Cited by 136 publications

(155 citation statements)

References 46 publications

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“…In addition, conflict may be short-term in the form of arguments rather than long-term gains, which can be particularly irritating to partners leading relationship dissolutions ). However, a certain level of conflict between parties in a relationship may maintain the competitive driving force (Bengtsson & Kock, 2000), helping to foster creativity and encourage dialog in the relationship (Vaaland & Håkansson, 2003) and to intensify value-creation efforts (Mele, 2011). Successful management of conflict depends on identifying and effectively dealing with the types of conflict: task and emotional (Amason, 1996;Jehn, 1994;Menon, Bharadwaj, & Howell, 1996).…”

Section: Conflict Managementmentioning

confidence: 99%

“…Some studies find task conflict to have a constructive impact on business performance (Rose et al, 2007), but other studies find task conflict to negatively influence performance (Chang & Gotcher, 2010; because task conflict can D.A. Yen et al Industrial Marketing Management 66 (2017) 103-114 block or destroy value co-creation (Mele, 2011;Möller & Törrönen, 2003), impacting the economic performance of the relationship (Johnsen & Ford, 2006;Lee & Johnsen, 2012). However, it is important to note that conflict is generally frowned upon in the Chinese context, due to their cultural preference for a more harmonious interaction atmosphere (Yen, Yu, & Barnes, 2007).…”

Section: Conflict Managementmentioning

confidence: 99%

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Guanxi GRX ( ganqing , renqing , xinren ) and conflict management in Sino-US business relationships

Yen

Abosag

Huang

et al. 2017

Industrial Marketing Management

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A B S T R A C TThis paper challenges the existing view of guanxi as comprising one combined notion, and thus proposes to investigate guanxi's sub-dimensions individually. Developed from Confucius Relationalism, the proposed GRX conflict management framework argues that ganqing (emotional attachment), renqing (reciprocal favour exchange) and xinren (interpersonal trust) have different effects on reducing task and emotional conflict. Empirical findings based on 300 Sino-US business relationships reveal that ganqing and xinren can significantly reduce both emotional and task conflict, whilst renqing does not have a significant effect on reducing either. Nevertheless, upon moderation analysis, the effects of ganqing and renqing in reducing emotional and task conflict become more significant when dealing with the more experienced buyer (with a longer length of employment), whilst xinren's impact on reducing task conflict is lessened in more mature relationships (those with a longer business relationship duration), compared to less developed business relationships. The findings shed new light to guanxi literature, with evidence highlighting how GRX dimensions may be employed individually to effectively reduce conflict in Sino-US business relationships.

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Section: Conflict Managementmentioning

confidence: 99%

Section: Conflict Managementmentioning

confidence: 99%

Guanxi GRX ( ganqing , renqing , xinren ) and conflict management in Sino-US business relationships

Yen

Abosag

Huang

et al. 2017

Industrial Marketing Management

View full text Add to dashboard Cite

show abstract

“…In the last 15 years, the term "value co-creation" has been extensively used in the literature [52] assuming dissimilar meanings and with reference to different disciplinary fields (e.g., management [53], marketing [54,55], and business networks [56]). Nevertheless, today, value co-creation is still one of the concepts more "ill-defined and elusively used" (p. 1521), not only in the service marketing domain-in which Grönroos has tried to define it [57,58]-but also in the broader context of management studies.…”

Section: Value Co-creationmentioning

confidence: 99%

Does Value Co-Creation Really Matter? An Investigation of Italian Millennials Intention to Buy Electric Cars

et al. 2017

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Abstract:The present research aims to explore the determinants of (full) electric vehicle (EV) buying intention of Italian millennials focusing on the role that value co-creation initiatives might play in the buying decision-making process. Value co-creation initiatives in the EV domain are studied employing an enhanced version of the Theory of Reasoned Action which, in addition to the traditional variables of the model, also includes perceived importance of cars' attributes. Structural Equation Modeling (SEM) is used to analyze the data collected though an online survey on 523 Italians aged 18-35. The outcomes provide recommendations to tailor proper initiatives to encourage millennials' buying intention of electric vehicles supporting private companies in favoring the adoption of wide-spread pro-environmental behaviors among Italian youngsters.

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“…This study adopts action research which has a long history in the social sciences but is relatively less used in management studies (Lewin, 1946;Eriksson & Kovalainen, 2008;Perry & Gummesson, 2004;Mele, 2011). One reason for the lack of use of action research in marketing is that it is traditionally oriented toward the internal perspective of the organization whilst the external perspective, that of the customers in particular, is more important for marketing (Perry & Gummesson, 2004, 313).…”

Section: Methodsmentioning

confidence: 99%

Creating Market Orientation in a Professional High-Tech Organization

Lamberg¹,

Närvänen²

2015

IJBM

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Despite the continuous academic interest toward the concept of market orientation, there is still a need for research that explores how it is implemented in organizations. This study is based on an inquiry of a global, professional high-tech organization. The methodology of the study is action research which enables a close access to data and an insider's perspective combined with theoretical relevance and analytical rigor. We analyze the process of implementing market orientation in the case organization and as a result, present a stage model. Through data analysis, we identify four stages: 1) initiation of change, 2) building commitment, 3) building understanding through institutionalization and 4) maintenance. The study contributes by increasing theoretical insight on the creation of market orientation with a real empirical case that has been studied longitudinally. The study has implications for theory and practice, yielding also methodological insights for studying the implementation of market orientation in the future.

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Conflicts and value co-creation in project networks

Cited by 136 publications

References 46 publications

Guanxi GRX ( ganqing , renqing , xinren ) and conflict management in Sino-US business relationships

Guanxi GRX ( ganqing , renqing , xinren ) and conflict management in Sino-US business relationships

Does Value Co-Creation Really Matter? An Investigation of Italian Millennials Intention to Buy Electric Cars

Creating Market Orientation in a Professional High-Tech Organization

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