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Paper info: Business Suppliers' Value Creation Potential: Empirical Analysis

Title


Business Suppliers' Value Creation Potential: Empirical Analysis

Authors


Kristian Moller
Aalto University
Finland
Kristian Moller and
Pekka Törrönen
Helsinki School of Economics
Finland
Pekka Törrönen

Place of Publication


The paper was published at the 19th IMP-conference in Lugano, Switzerland in 2003.

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Abstract


The core of this paper can be expressed through the following notions and propositions. We suggested that customers expect relationship level added value when they have outsourced or concentrated their IT or telecom projects to one supplier. In the study we found out that all companies expected some added value from their main IT or telecom supplier but there were differences between added value expectations. All interviewed companies expected from suppliers new innovations that enhance efficiency in the relationship. They want to create more efficient relationship with supplier that saves their time and is easier to handle. Some companies expected also innovations and new solutions from suppliers that support customer's business. They wanted a more proactive supplier that provides them more solutions that enhance their business.