Table III.

Perceptions and misperceptions of value in the WindPower/hydro relationship

Value perceptions
WindPowerHydro
WindPower’s perception of valueHydro’s perception of value
Cost and BenefitsCost and Benefits
Low pricesOrder volume
Cost downReliable forecasts
Delivery timeClear demands and needs
QualityInformation exchange
Information exchangeDirect and Indirect Functions
Direct and Indirect FunctionsAccess to knowledge
Challenging existing solutionsSuperior capabilities
Developing new solutionsStrong personal relationships
Business Development capabilities 
Technical capabilities
Global presence
Intangible and Relational
Transparency and openness
Honesty
Strategic capabilities
Mind-set
Value misperceptions* 
WindPowerHydro
WindPower’s perception of what Hydro perceives as valuableHydro’s perception of what WindPower perceives as valuable
Cost and BenefitsCost and Benefits
ProfitLow prices
Direct and Indirect FunctionsDelivery times
Market experienceHigh quality
Working with large customerPayment terms
Attention from large customerDocumentation
Challenging and developing solutionsDirect and Indirect Functions
Access to knowledgeDaily contact and communication
Technical capabilities
Global presence
Intangible and Relational
Strategic capabilities
Proactivity

Note:

*Italics represent value correctly perceived as important by the counterparty

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