Although the relationships among different dimensions of value creation, characteristics of dyadic relationships and value concepts are well studied, they have been conceptualized independently and without much linked theorizing. Hence, little is known about how these concepts and their effects interplay with each other. This article takes a configurational approach and investigates how different dimensions of value creation and relationship factors affect value capture. The study draws on an embedded case study encompassing relationships of a focal customer in the financial payments industry with six specialized service suppliers, followed by a Qualitative Comparative Analysis (QCA) of 29 relationship conditions. For both buyers and suppliers, value creation is based on “core” value dimensions, and relationship characteristics, such as power and change in supply strategy. Five different configurations of these constructs represent sufficient conditions to increase value capture, by either negotiating better prices or shifting volume among the parties involved. Focusing on both buyer and supplier perspectives of the same phenomenon, the study increases knowledge on how contextual variables interact in influencing value capture. From a practical perspective, the proposed configurations help managers to choose adequate supply strategies, or better allocate resources according to specific conditions of a business relationship.

尽管对价值创造的不同维度之间的关系，二元关系的特征和价值概念进行了很好的研究，但它们是独立地进行概念化的，而没有太多的联系理论。因此，对于这些概念及其效果如何相互影响所知甚少。本文采用一种配置方法，并研究了价值创造的不同维度和关系因素如何影响价值获取。该研究基于一个嵌入式案例研究，该案例研究涵盖了金融支付行业中的主要客户与六个专业服务提供商的关系，然后对29个关系条件进行了定性比较分析（QCA）。对于买方和供应商而言，价值创造都基于“核心”价值维度和关系特征，例如权力和供应策略的变化。这些结构的五种不同配置代表了通过谈判更好的价格或在相关各方之间转移数量来增加价值获取的充分条件。着眼于买家和供应商对同一现象的看法，这项研究增加了有关上下文变量如何影响价值获取的知识。从实际的角度来看，建议的配置可帮助管理人员选择适当的供应策略，或根据业务关系的特定条件更好地分配资源。着眼于买家和供应商对同一现象的看法，这项研究增加了有关上下文变量如何影响价值获取的知识。从实际的角度来看，建议的配置可帮助管理人员选择适当的供应策略，或根据业务关系的特定条件更好地分配资源。着眼于买家和供应商对同一现象的看法，这项研究增加了有关上下文变量如何影响价值获取的知识。从实际的角度来看，建议的配置可帮助管理人员选择适当的供应策略，或根据业务关系的特定条件更好地分配资源。