Value representation as changing objects in business relationships

Daniela Corsaro, Chris Medlin

Risultato della ricerca: Contributo in libroContributo a convegno


Representation is a key overarching process that drives the four processes: value creation, communication, appropriation and measurement. We contribute to the literature by exploring value representations as layered and changing objects with a degree of common meaning between actors in a business network. We apply two case studies, the first in the automotive crash repair industry and the other in the cloud computing space, to ground our theoretical work on layered representation objects. The cases are organized around three periods to capture the change in representations in a dynamic network context. Our analysis shows that: (1) representations are discrete, (2) they rely on past representations, and (3) they have meaning in preparing for the next. Past representations are no longer visible, but become assumed within the next, so affecting the way resources are combined and activities pursued. For the effectiveness of value processes, representations are not only relevant with respect to the space dimension, i.e. different actors with different value representations, but also in time.
Lingua originaleEnglish
Titolo della pubblicazione ospiteXII Convegno annuale della Società Italiana Marketing
Numero di pagine5
Stato di pubblicazionePubblicato - 2015
EventoXII Convegno annuale della Società Italiana Marketing - Torino
Durata: 1 gen 2015 → …


ConvegnoXII Convegno annuale della Società Italiana Marketing
Periodo1/1/15 → …


  • dynamic
  • layers
  • representation
  • value process


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