Table 1 Summary of literature on value... | Emerald Publishing

Table 1

Summary of literature on value creation activities in the digital era

Recognized value creation phases	Value creation activities	Literature
Creating and triggering a new understanding and demand in customer companies and networks	Developing and maintaining relationships with several decision-makers and analysing customer behaviour using customer data	Charterina et al. (2017), Järvinen and Karjaluoto (2015), Kaski et al. (2018), Mehl and Hansen (2017) and Wiersema (2013)
Facilitating customer learning by providing new knowledge and demonstrations to communicate value propositions	Enhancing digital content and social media marketing, marketing automation and consulting and trial and pilot projects with customers	Holliman and Rowley (2014), Järvinen and Taiminen (2016), Koiso-Kanttila (2004) and Rust and Huang (2014)
Co-creating and contextualizing value propositions within customer processes during sales interactions	Developing an understanding of the business models, processes and latent customer needs, as customers evaluate relationship value according to the benefits and costs	Blocker et al. (2011), Eggert et al. (2006), Ritter and Walter (2012), Terho et al. (2012), Töytäri and Rajala (2015) and Ulaga and Eggert (2005)
Integrating resources in co-production to create value	Managing relations and resource integration, solving value conflicts and implementing solutions	Aarikka-Stenroos and Jaakkola (2012), Grönroos and Voima (2013) and Vargo and Lusch (2016)
Managing customer relationships and promoting new value propositions concerning new sales opportunities	Managing customer relationships, facilitating customer learning and triggering new development opportunities	Haas et al. (2012), Holliman and Rowley (2014), Terho et al. (2012) and Töytäri and Rajala (2015)

Recognized value creation phases	Value creation activities	Literature
Creating and triggering a new understanding and demand in customer companies and networks	Developing and maintaining relationships with several decision-makers and analysing customer behaviour using customer data	Charterina et al. (2017), Järvinen and Karjaluoto (2015), Kaski et al. (2018), Mehl and Hansen (2017) and Wiersema (2013)
Facilitating customer learning by providing new knowledge and demonstrations to communicate value propositions	Enhancing digital content and social media marketing, marketing automation and consulting and trial and pilot projects with customers	Holliman and Rowley (2014), Järvinen and Taiminen (2016), Koiso-Kanttila (2004) and Rust and Huang (2014)
Co-creating and contextualizing value propositions within customer processes during sales interactions	Developing an understanding of the business models, processes and latent customer needs, as customers evaluate relationship value according to the benefits and costs	Blocker et al. (2011), Eggert et al. (2006), Ritter and Walter (2012), Terho et al. (2012), Töytäri and Rajala (2015) and Ulaga and Eggert (2005)
Integrating resources in co-production to create value	Managing relations and resource integration, solving value conflicts and implementing solutions	Aarikka-Stenroos and Jaakkola (2012), Grönroos and Voima (2013) and Vargo and Lusch (2016)
Managing customer relationships and promoting new value propositions concerning new sales opportunities	Managing customer relationships, facilitating customer learning and triggering new development opportunities	Haas et al. (2012), Holliman and Rowley (2014), Terho et al. (2012) and Töytäri and Rajala (2015)