Value-creating relationships: focusing on the human level
Enhancing a firm’s value creation is one of today’s most discussed topics in management practice and science. Many approaches start by enhancing value creation while looking at operations and/or logistics of a firm, for example, a lean production. Furthermore, there is an increasing trend for cooperation. Close business-partner relationships are necessary while facing the challenges of changing business environments, inherent complexity, and dynamics of markets. We suggest that while the trade-off between competition and cooperation has to be decided on an organizational level, the individual level is crucial for value creation and success within cooperative forms of business. According to the call for micro-foundation, we will show how value creation can be improved within business-partner relationships by looking at the social behavior of individuals and human-level approaches. Accordingly, the overarching question in this paper is: Which models can be used for improving business-partner relationships aiming at an increasing value creation within cooperation. Answering this question, we consider people-oriented management approaches as a basis for the emphasis of the human level within cooperation, arguing that social exchange theory can complement the existing resource-based and relational view. As a result, we develop a micro-foundation framework including humans and their individual assets, exchange resources, and characteristics of the relationships as impact factors for value-creating relationships. Based on this literature-based investigation, we derive implications for further research and management practice.
|Date of creation:||17 Jul 2013|
|Date of revision:|
|Publication status:||Published in Logistics Research (2013-07-17)|
|Note:||for complete metadata visit http://tubiblio.ulb.tu-darmstadt.de/62232/|
|Contact details of provider:|| Postal: Hochschulstr. 1, 64289 Darmstadt|
Phone: ++49 (0)6151 16-2701
Fax: ++49 (0)6151 16-6508
Web page: http://www.wi.tu-darmstadt.de/fachgebiete/fachgebiete_4/betriebswirtschaftlichefachgebiete.de.jsp
More information through EDIRC
When requesting a correction, please mention this item's handle: RePEc:dar:wpaper:62232. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Dekanatssekretariat)
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If references are entirely missing, you can add them using this form.
If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.
Please note that corrections may take a couple of weeks to filter through the various RePEc services.