A grounded theory of value dissonance in strategic relationships
| Autor: | Bruce Pinnington, Joanne Meehan, Thomas J. Scanlon |
|---|---|
| Rok vydání: | 2016 |
| Předmět: |
Marketing
Value (ethics) Strategy and Management media_common.quotation_subject 05 social sciences Stakeholder Focus group Unitary state Grounded theory Perception 0502 economics and business Cognitive dissonance 050211 marketing Sociology Dimension (data warehouse) Social psychology 050203 business & management media_common |
| Zdroj: | Journal of Purchasing and Supply Management |
| ISSN: | 1478-4092 |
| DOI: | 10.1016/j.pursup.2016.04.005 |
| Popis: | Value creation is central to major business-to-business relationships, yet despite the criticality, stakeholder value expectations may not be met. This study explores how senior buyer and seller-side relationship managers (N=25), managing relationships worth £5M–£750M per annum, perceive and manage value and the implications of these perceptions to both parties. In a novel combination, focus groups were used to generate the initial dataset and category structure of a grounded theory study. Categories were subsequently explored through 1:1 interviews. The concept of Internal Value Perception Dissonance (IVPD) is developed, and its properties, dimensions and consequences are discussed. IVPD adds a new intra-organisational dimension to the causes of relational failure. Value-dissonance theory is developed that directs practitioners toward pluralistic, internal collaboration as a precursor to inter-organisational collaboration. The disparity in buyer-side value perceptions, shows that these organisations cannot be regarded as cohesive, unitary entities. The buyer does not exist in these cases. |
| Databáze: | OpenAIRE |
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