B2B marketing in supply chain networks - B2B value creation
12 important questions on B2B marketing in supply chain networks - B2B value creation
B2B value creation:
- Exchange value
- relational value
- proprietary value
- Supplier develops offering
- buyer releases benefits by using own resources
- sacrifices= Price paid + Using own resources
- Activities Supplier-buyer
- value is derived from the relationship itself
- joint new product development
- Higher grades + faster learning
- Never study anything twice
- 100% sure, 100% understanding
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- Value is manufactured by a company for its own competitive benefit
- relative share in value production for the end customer
B2B value creation & product innovation
- Core value strategy
- value-added strategy
- radical innovation strategy
- Mature industries, well developed SCN
- focus on product/service, delivery price
- value increases with: cost efficiency, product quality and delivery efficiency
- Supplier build in new features
- may be difficult for customers
- Existing core value supplier for component
- develop own offering with upgrading
- Supplier & customer both seeking improvements
- may include multiple suppliers
- Industry-wide innovations
- supplier has strong innovative technological competence
- requires establishing collaborative relationship with main customer
- Customer initiates whole sc change
- customer has strong visioning & design capabilities
- All SC actors show willingness to accept risks
- System wide innovations
- includes horizontal actors
- asks for strategic vision, integrated technical capabilties
The question on the page originate from the summary of the following study material:
- A unique study and practice tool
- Never study anything twice again
- Get the grades you hope for
- 100% sure, 100% understanding
