Customer value creation in B2B relationships: Sawn timber value chain perspective

Marika Makkonen, Henna Sundqvist-Andberg

    Research output: Contribution to journalArticleScientificpeer-review

    3 Citations (Scopus)

    Abstract

    The ability to facilitate superior customer value creation is critical for firms' long-term success. The topic has been studied extensively in marketing literature, but less consideration has been given to customer orientation and customer value creation in the forestry context. Through 18 qualitative interviews with suppliers and customers in the Finnish sawn timber value chain, sawmills' customer orientation was analyzed. We find that the concept of customer orientation was realized rather narrowly at sawmills and customer orientation appeared as random actions instead of a systematic part of firms' organization culture. Customers' needs are more manifold and extend beyond product characteristics and process efficiency. The main challenge hindering the renewal of product-oriented business models toward service logic and customer orientation seems to be in attitudes and traditions.
    Original languageEnglish
    Pages (from-to)94-106
    Number of pages13
    JournalJournal of Forest Economics
    Volume29
    Issue numberPart B
    DOIs
    Publication statusPublished - 2017
    MoE publication typeA1 Journal article-refereed

    Fingerprint

    customer ties
    value chain
    supply chain
    timber
    customer
    firm
    sawmills
    qualitative interview
    forestry
    supplier
    marketing
    organization
    efficiency
    ability
    interviews

    Keywords

    • customer orientation
    • sawmill industry
    • wood products industry
    • Wood products industry
    • value creation
    • customer value

    Cite this

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    title = "Customer value creation in B2B relationships: Sawn timber value chain perspective",
    abstract = "The ability to facilitate superior customer value creation is critical for firms' long-term success. The topic has been studied extensively in marketing literature, but less consideration has been given to customer orientation and customer value creation in the forestry context. Through 18 qualitative interviews with suppliers and customers in the Finnish sawn timber value chain, sawmills' customer orientation was analyzed. We find that the concept of customer orientation was realized rather narrowly at sawmills and customer orientation appeared as random actions instead of a systematic part of firms' organization culture. Customers' needs are more manifold and extend beyond product characteristics and process efficiency. The main challenge hindering the renewal of product-oriented business models toward service logic and customer orientation seems to be in attitudes and traditions.",
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    author = "Marika Makkonen and Henna Sundqvist-Andberg",
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    Customer value creation in B2B relationships : Sawn timber value chain perspective. / Makkonen, Marika; Sundqvist-Andberg, Henna.

    In: Journal of Forest Economics, Vol. 29, No. Part B, 2017, p. 94-106.

    Research output: Contribution to journalArticleScientificpeer-review

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    AU - Sundqvist-Andberg, Henna

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