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Initiating value co-creation: Dealing with non-receptive customers

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  • Avinash Malshe

    (University of St. Thomas)

  • Scott B. Friend

    (Miami University)

Abstract

Scholarly emphasis on the significance of integrating customer and supplier work processes to co-create customer value is increasingly important. While suppliers and customers working closely is imperative for the success of the value co-creation (VCC) process, customers’ reluctance at times to allow suppliers into their environments has not been fully explored. The present study is an expansive qualitative inquiry consisting of 114 in-depth interviews across 57 business-to-business evaluations that aims to understand both the nuanced nature of customer non-receptivity to specific VCC initiatives and those strategies suppliers may adopt to successfully manage it. Findings elicit three potential kinds of customer non-receptivity: apathy, ambivalence, and annoyance. Furthermore, conclusions propose six strategies suppliers may use to manage customer non-receptivity: intrinsic initiative, inspiration and implementation, complexity absorption, value alignment, credibility building, and objective centrality.

Suggested Citation

  • Avinash Malshe & Scott B. Friend, 2018. "Initiating value co-creation: Dealing with non-receptive customers," Journal of the Academy of Marketing Science, Springer, vol. 46(5), pages 895-920, September.
    • Handle: RePEc:spr:joamsc:v:46:y:2018:i:5:d:10.1007_s11747-018-0577-6
    DOI: 10.1007/s11747-018-0577-6
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    1. Debbie Isobel Keeling & Kathleen Keeling & Ko Ruyter & Angus Laing, 2021. "How value co-creation and co-destruction unfolds: a longitudinal perspective on dialogic engagement in health services interactions," Journal of the Academy of Marketing Science, Springer, vol. 49(2), pages 236-257, March.
    2. Mizan Rahman & Sunny Bose & Mujahid Mohiuddin Babu & Bidit Lal Dey & Sanjit Kumar Roy & Ben Binsardi, 2019. "Value Co-Creation as a Dialectical Process: Study in Bangladesh and Indian Province of West Bengal," Information Systems Frontiers, Springer, vol. 21(3), pages 527-545, June.
    3. Holmlund, Maria & Van Vaerenbergh, Yves & Ciuchita, Robert & Ravald, Annika & Sarantopoulos, Panagiotis & Ordenes, Francisco Villarroel & Zaki, Mohamed, 2020. "Customer experience management in the age of big data analytics: A strategic framework," Journal of Business Research, Elsevier, vol. 116(C), pages 356-365.
    4. Hadjielias, Elias & Christofi, Michael & Christou, Prokopis & Hadjielia Drotarova, Maria, 2022. "Digitalization, agility, and customer value in tourism," Technological Forecasting and Social Change, Elsevier, vol. 175(C).
    5. Anne Hamby & Cristel Russell, 2022. "How does ambivalence affect young consumers’ response to risky products?," Journal of the Academy of Marketing Science, Springer, vol. 50(4), pages 841-863, July.

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