Value in Business Markets: What do We Know? Where are We Going?

Adam Lindgreen; Finn Wynstra

doi:10.1016/j.indmarman.2005.01.001

Value in Business Markets: What do We Know? Where are We Going?

Research output: Contribution to journal › Journal article › Research › peer-review

Abstract

This article presents a review of the existing literature on value in business markets, from the perspective of both business marketing and purchasing and supply management, in three steps. First, some of the early research strands on value are examined including value analysis and engineering, the augmented product concept, consumer values, and economic value of customers. Then this seminal research and more recent research are categorized according to two distinct levels of analysis: the value of goods and services versus the value of buyer–supplier relationships, and different understandings of the role of business marketing and purchasing and supply are discussed. Lastly, a number of future research avenues, which can be organized around the value of products/relationships on the one hand and value analysis/creation/delivery on the other, are considered.

Original language	English
Journal	Industrial Marketing Management
Volume	34
Issue number	7
Pages (from-to)	732–748
Number of pages	17
ISSN	0019-8501
DOIs	https://doi.org/10.1016/j.indmarman.2005.01.001
Publication status	Published - Oct 2005
Externally published	Yes

Bibliographical note

This article is published in a special edition of Industrial Marketing Management: "Citation Classics from Industrial Marketing Management", June 2018. It was originally published in vol. 34(7), 2005.

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Cite this

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title = "Value in Business Markets: What do We Know? Where are We Going?",

abstract = "This article presents a review of the existing literature on value in business markets, from the perspective of both business marketing and purchasing and supply management, in three steps. First, some of the early research strands on value are examined including value analysis and engineering, the augmented product concept, consumer values, and economic value of customers. Then this seminal research and more recent research are categorized according to two distinct levels of analysis: the value of goods and services versus the value of buyer–supplier relationships, and different understandings of the role of business marketing and purchasing and supply are discussed. Lastly, a number of future research avenues, which can be organized around the value of products/relationships on the one hand and value analysis/creation/delivery on the other, are considered.",

keywords = "Business marketing, Buyer–supplier relationships, Goods, Services, Relationships, Value analysis, Value creation, Value delivery",

author = "Adam Lindgreen and Finn Wynstra",

note = "This article is published in a special edition of Industrial Marketing Management: {"}Citation Classics from Industrial Marketing Management{"}, June 2018. It was originally published in vol. 34(7), 2005.",

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TY - JOUR

T1 - Value in Business Markets

T2 - What do We Know? Where are We Going?

AU - Lindgreen, Adam

AU - Wynstra, Finn

N1 - This article is published in a special edition of Industrial Marketing Management: "Citation Classics from Industrial Marketing Management", June 2018. It was originally published in vol. 34(7), 2005.

PY - 2005/10

Y1 - 2005/10

N2 - This article presents a review of the existing literature on value in business markets, from the perspective of both business marketing and purchasing and supply management, in three steps. First, some of the early research strands on value are examined including value analysis and engineering, the augmented product concept, consumer values, and economic value of customers. Then this seminal research and more recent research are categorized according to two distinct levels of analysis: the value of goods and services versus the value of buyer–supplier relationships, and different understandings of the role of business marketing and purchasing and supply are discussed. Lastly, a number of future research avenues, which can be organized around the value of products/relationships on the one hand and value analysis/creation/delivery on the other, are considered.

AB - This article presents a review of the existing literature on value in business markets, from the perspective of both business marketing and purchasing and supply management, in three steps. First, some of the early research strands on value are examined including value analysis and engineering, the augmented product concept, consumer values, and economic value of customers. Then this seminal research and more recent research are categorized according to two distinct levels of analysis: the value of goods and services versus the value of buyer–supplier relationships, and different understandings of the role of business marketing and purchasing and supply are discussed. Lastly, a number of future research avenues, which can be organized around the value of products/relationships on the one hand and value analysis/creation/delivery on the other, are considered.

KW - Business marketing

KW - Buyer–supplier relationships

KW - Goods

KW - Services

KW - Relationships

KW - Value analysis

KW - Value creation

KW - Value delivery

U2 - 10.1016/j.indmarman.2005.01.001

DO - 10.1016/j.indmarman.2005.01.001

M3 - Journal article

SN - 0019-8501

VL - 34

SP - 732

EP - 748

JO - Industrial Marketing Management

JF - Industrial Marketing Management

IS - 7

ER -