How People, Processes and Practices Deliver Value in B2B Relationships
DEPARTMENT OF BUSINESS IN CONJUNCTION WITH LABOUR-MANAGEMENT STUDIES FOUNDATION SEMINARS for 2009
Date
Wednesday 16 December 2009, 1 – 3pm
Venue
Building E4A, Macquarie University
R 13 on Campus Map
(Parking at Macquarie Centre, Train station: Macquarie University)
PRESENTER:
Jan Mattsson, Professor and Chair in Business Administration at Roskilde University, Denmark.
FEE:
No charge.
ABSTRACT
Business-to-business (B2B) interaction span global markets and comprises much more than just marketing. Interaction between buyers and sellers include many separate corporate functions in the form of value delivering processes. Three key value delivering processes have been suggested to exist in a firm: innovation, customer creation and operations. The paper outlines a research proposal to map people, processes and practices in these processes with the aim to generate a deeper understanding of how value is created and delivered by individuals. Marketing has developed few comprehensive models of value pertaining to customer relationships. Philosophically, value can much more broadly understood as being immersed in the entire realm of human experience. In line with this, a formal value model based on the science of values (axiology) is suggested as coding scheme to be used on text from fairly detailed respondents-driven accounts of important, so called, critical events in the three kinds of value delivering processes. It is argued that by taking these snapshots we can get a better understanding of what kind of values really matter in building and sustaining B2B relationships.
BIOGRAPHY: Professor Jan Mattsson, Chair in Business Administration at Roskilde University in Denmark
Professor Jan Mattsson has the Chair in Business Administration at Roskilde University since May 1996. He has held several professorships and visiting professorships in New Zealand, Australia and Scandinavia. He graduated with a DBA from Gothenburg University in 1982 and was promoted there to Associate Professor in 1985. Professor Mattsson is currently active in service marketing and international marketing research. He has authored several books and some recent publications are listed here. He serves on many editorial boards of international journals inmarketing and services. He takes part in several international research projects and is a member of the Center for Service Studies at Roskilde University.
Refreshments: Afternoon tea will be provided.
Registration: Register online or email yyang@efs.mq.edu.au