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Value dimensions and capture in B2B relationships

Grant number: 18/24850-7
Support Opportunities:Regular Research Grants
Duration: April 01, 2019 - March 31, 2021
Field of knowledge:Applied Social Sciences - Administration - Business Administration
Principal Investigator:Luiz Artur Ledur Brito
Grantee:Luiz Artur Ledur Brito
Host Institution: Escola de Administração de Empresas de São Paulo (EAESP). Fundação Getúlio Vargas (FGV). São Paulo , SP, Brazil
Associated researchers: Andre Luiz Silva Samartini ; Claudio Minerbo
Associated grant(s):19/16578-8 - The FGV Q-STep Center to improve quantitative skills in undergraduate business students, AP.R SPRINT


Despite value creation in business to business (B2B) relationships has been extensively studied in the Marketing, Strategy and Operations Management disciplines, several questions on how value is created, communicated and delivered still remain unclear from both academic and management perspectives: there are no conclusive answers on how actors perceive and cope with the dimensions of perceived value; discussions on value capture have been mostly theoretical, conceptual or at the firm or industry levels; and management still needs a more practical understanding of the value creation and capture mechanisms.This research will address some of these questions by analyzing in more detail the dimensions of value and value capture in B2B relationships. The research will be developed in two studies during the next 24 months, each one with specific and complementary objectives, methodology and sample. The first study will consist of an Adaptive Choice Based Conjoint Analysis (ACBC) to investigate which is the direct effect of the value dimensions on the value captured in B2B relationships. The second study will advance this discussion through a dyadic, embedded, multi-case study. It will investigate how perceptions of value, power and procurement strategies interact on the value captured in B2B relationships. Two published articles matching each of these phases are planned for dissemination, and the institution holding this research will provide support to publish an article and conduct dissemination events for the practical community. (AU)

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Scientific publications
(References retrieved automatically from Web of Science and SciELO through information on FAPESP grants and their corresponding numbers as mentioned in the publications by the authors)
MINERBO, CLAUDIO; SAMARTINI, ANDRE LUIZ SILVA; BRITO, LUIZ ARTUR LEDUR. Sharing the benefits: How different dimensions contribute to value creation and capture. INDUSTRIAL MARKETING MANAGEMENT, v. 108, p. 12-pg., . (18/24850-7)
MINERBO, CLAUDIO; LEDUR BRITO, LUIZ ARTUR. n integrated perspective of value creation and capture: a systematic literature revie. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING, v. 37, n. 4, . (18/24850-7)
MINERBO, CLAUDIO; KLEINALTENKAMP, MICHAEL; BRITO, LUIZ ARTUR LEDUR. Unpacking value creation and capture in B2B relationships. INDUSTRIAL MARKETING MANAGEMENT, v. 92, p. 163-177, . (18/24850-7)

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