Purpose

This study aims to investigate how the relationship factors, including equity, shared responsibility and relationship dependence leverage the value co-creation. The research studies the value co-creation process in a business-to-business (B2B) context between suppliers and customers and provides empirical evidence of the underlying effects.

Design/methodology/approach

Using social exchange theory, the research uses a mixed-method of in-depth interviews and questionnaire surveys. The sample of the survey has 123 business customers.

Findings

The findings suggest that equity not only positively affects but also mediates the effect of shared responsibility on value co-creation. The mediation effect is further moderated by the relationship dependence that buyers have on the seller.

Research limitations/implications

The cross-sectional survey used cannot establish causality relationships. Although the goal was not to establish causality, it could limit the rigor of the study. The longitudinal design could be used in the future to better address this deficiency. While the paper is the initial step to analyze the factors influencing value co-creation empirically, more studies could examine other commonly discussed constructs.

Originality/value

This empirical study enriches the value co-creation literature by examining the antecedents’ detailed mechanism that facilitates value co-creation in a B2B context.

中文翻译：

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股权对商业关系中价值共创的影响

目的

本研究旨在探讨公平、分担责任和关系依赖等关系因素如何利用价值共创。该研究研究了供应商和客户之间企业对企业 (B2B) 环境中的价值共创过程，并提供了潜在影响的实证证据。

设计/方法/方法

本研究运用社会交换理论，采用深度访谈和问卷调查相结合的方法。调查样本为123家企业客户。

发现

研究结果表明，公平不仅对价值共创产生积极影响，而且还介导了分担责任的影响。买方对卖方的关系依赖进一步缓和了中介效应。

研究限制/影响

所使用的横断面调查无法建立因果关系。尽管目标不是确定因果关系，但它可能会限制研究的严谨性。未来可以使用纵向设计来更好地解决这一缺陷。虽然本文是从经验上分析影响价值共创的因素的第一步，但更多的研究可以检查其他普遍讨论的构念。

原创性/价值

这项实证研究通过检查促进 B2B 环境中价值共创的前因的详细机制，丰富了价值共创文献。