TY  - JOUR
U1  - Zeitschriftenartikel, wissenschaftlich - begutachtet (reviewed)
A1  - Kühnl, Christina
A1  - Fürst, Andreas
A1  - Homburg, Christian
A1  - Staritz, Matthias
T1  - Toward a differentiated understanding of the value-creation chain
JF  - British journal of management
N2  - The conventional view of the value-creation chain suggests offering high-value propositions at the product level (in terms of benefits provided by elements of the product) to attain high-value perceptions at the customer level, which should ultimately result in high-value appropriation at the firm level (i.e. relationship, volume, pricing and financial success). This study challenges this view and provides a differentiated understanding of the value creation chain. With a multi-industry sample of 339 companies and a sample of 626 customers to validate managerial assessments, the authors apply a configurational approach to identify whether and to what extent offering high-value propositions at the product level is necessary or sufficient for achieving superior value perceptions at the customer level and high-value appropriation at the firm level. Taking into account the company-internal and company-external environment of the value-creation chain, the study identifies seven value creation chain constellations.
Y1  - 2017
SN  - 1045-3172
SS  - 1045-3172
U6  - https://doi.org/10.1111/1467-8551.12206
DO  - https://doi.org/10.1111/1467-8551.12206
VL  - 28
IS  - 3
SP  - 444
EP  - 463
S1  - 20
PB  - Wiley-Blackwell
CY  - Oxford
ER  -