..., however, has been paid to formal than to informal institutions, which are considered to be invisible, tacit (Dau et al., 2022) and more difficult to define and measure than formal institutions. Coopetition Institutions Geographical indication Value creation Value appropriation Value...

...Ming-Chang Huang; Ting-Chuan Lin; Ping-Hsin Lin; Ya-Ping Chiu; Chi-Hung Chung Purpose This study aims to investigate whether higher value creation leads to higher value appropriation and to identify the boundary conditions in a buyer–supplier relationship that can explain why a particular supplier...

... fundamental tenets of sales situations that account for both the complexity of the sales process and the value appropriation challenge that sales managers face. Practical implications The taxonomy will help sales managers have a better understanding of the changing complexity in the B2B sales process...

...Brett Letcher; Margarietha de Villiers Scheepers; Wayne Graham Purpose This paper aims to explore small firm perceptions of coopetition, focusing on coopetitive tension, balance and value appropriation realised in dyadic relationships, not considered holistically in previous research. Design...

...., 2014). Value creation (VC) and value appropriation (VA), just like two sides of the same coin, are the main purposes for a firm to participate in a business exchange (Ellegaard et al., 2014). Within the huge amount of literature on value management, how companies create value for customers...

...Jun Kang; Thomas Brashear-Alejandro; Anthony K. Asare; Sixing Chen Value appropriation provides a solid rationale to link marketing channel strategies to firm value. Channel integration is an effective strategy driving intangible firm value. The influence of channel compression on intangible...

...Daniel Chicksand; Jakob Rehme The purpose of this paper is to consider how value can be better defined and to understand the drivers of value appropriation in business relationships. In doing so, the authors explore the role that power plays in determining the sharing of value in those...

...Chris Ellegaard; Christopher J. Medlin; Jens Geersbro Purpose – Value appropriation is a central, yet neglected aspect in business exchange research. The purpose of the paper is to generate an overview of research on active value appropriation in business exchange and provide the foundation...