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Understanding configurations of value creation functions in business relationships using a fuzzy-set QCA

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  • Santos, Jose Novais
  • Mota, João
  • Baptista, Cristina Sales

Abstract

The diversity in business relationships suggests the presence of different sets of combinations of value functions. This study investigates the degree to which suppliers' perception of the overall value of a relationship with a specific customer reflects different configurations of direct and indirect functions. In contrast to a conventional linear approach, a fuzzy-set QCA identifies several configurations that provide a more differentiated picture of the supplier's perception of the overall value of a relationship with a specific customer.

Suggested Citation

  • Santos, Jose Novais & Mota, João & Baptista, Cristina Sales, 2018. "Understanding configurations of value creation functions in business relationships using a fuzzy-set QCA," Journal of Business Research, Elsevier, vol. 89(C), pages 429-434.
    • Handle: RePEc:eee:jbrese:v:89:y:2018:i:c:p:429-434
    DOI: 10.1016/j.jbusres.2017.12.009
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    References listed on IDEAS

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    Cited by:

    1. Wünderlich, Nancy V. & Hogreve, Jens, 2019. "Configuring Customer Touchpoints: A Fuzzy-Set Analysis of Service Encounter Satisfaction," SMR - Journal of Service Management Research, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 3(1), pages 3-11.
    2. Kumbure, Mahinda Mailagaha & Tarkiainen, Anssi & Luukka, Pasi & Stoklasa, Jan & Jantunen, Ari, 2020. "Relation between managerial cognition and industrial performance: An assessment with strategic cognitive maps using fuzzy-set qualitative comparative analysis," Journal of Business Research, Elsevier, vol. 114(C), pages 160-172.

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