Pinnington, Bruce D ORCID: 0000-0002-2738-0002, Meehan, Joanne ORCID: 0000-0001-6730-9350 and Scanlon, Tom
(2016)
A grounded theory of value dissonance in strategic relationships.
JOURNAL OF PURCHASING AND SUPPLY MANAGEMENT, 22 (4).
pp. 278-288.
This is the latest version of this item.
Text
Value Dissonance Theory 14032016.docx - Unspecified Download (306kB) |
|
Text
Value Dissonance Theory 14032016 (2).docx - Author Accepted Manuscript Download (275kB) |
Abstract
Value creation is central to major business-to-business relationships, yet despite the criticality, stakeholder value expectations may not be met. This study explores how senior buyer and seller-side relationship managers (N=25), managing relationships worth £5M–£750M per annum, perceive and manage value and the implications of these perceptions to both parties. In a novel combination, focus groups were used to generate the initial dataset and category structure of a grounded theory study. Categories were subsequently explored through 1:1 interviews. The concept of Internal Value Perception Dissonance (IVPD) is developed, and its properties, dimensions and consequences are discussed. IVPD adds a new intra-organisational dimension to the causes of relational failure. Value-dissonance theory is developed that directs practitioners toward pluralistic, internal collaboration as a precursor to inter-organisational collaboration. The disparity in buyer-side value perceptions, shows that these organisations cannot be regarded as cohesive, unitary entities. The buyer does not exist in these cases.
Item Type: | Article |
---|---|
Additional Information: | Date: 2015-06-30 (submitted) |
Uncontrolled Keywords: | Value, Strategic relationships, B2b relationships, Perceptions, Stakeholders, Grounded theory, Focus groups |
Depositing User: | Symplectic Admin |
Date Deposited: | 01 Aug 2019 13:56 |
Last Modified: | 10 Jun 2023 03:17 |
DOI: | 10.1016/j.pursup.2016.04.005 |
Related URLs: | |
URI: | https://livrepository.liverpool.ac.uk/id/eprint/3050768 |
Available Versions of this Item
-
A grounded theory of value dissonance in strategic relationships. (deposited 27 Apr 2016 10:46)
- A grounded theory of value dissonance in strategic relationships. (deposited 01 Aug 2019 13:56) [Currently Displayed]