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


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


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

    1. José Sánchez & María Vijande & Juan Gutiérrez, 2012. "Value-creating functions, satisfaction and loyalty in business markets: a categorical variable approach using a robust methodology under structural equation modeling," Quality & Quantity: International Journal of Methodology, Springer, vol. 46(3), pages 777-794, April.
    2. Mas-Verdú, Francisco & Ribeiro-Soriano, Domingo & Roig-Tierno, Norat, 2015. "Firm survival: The role of incubators and business characteristics," Journal of Business Research, Elsevier, vol. 68(4), pages 793-796.
    3. Ragin, Charles C., 2006. "Set Relations in Social Research: Evaluating Their Consistency and Coverage," Political Analysis, Cambridge University Press, vol. 14(03), pages 291-310, June.
    4. Hakansson, Hakan & Ford, David, 2002. "How should companies interact in business networks?," Journal of Business Research, Elsevier, vol. 55(2), pages 133-139, February.
    5. Martin R Schneider & Conrad Schulze-Bentrop & Mihai Paunescu, 2010. "Mapping the institutional capital of high-tech firms: A fuzzy-set analysis of capitalist variety and export performance," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 41(2), pages 246-266, February.
    6. Wolfgang Ulaga & Andreas Eggert, 2006. "Value-Based Differentiation in Business Relationships: Gaining and Sustaining Key Supplier Status," Post-Print hal-00482456, HAL.
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