Sharing of value in business relationships: a theoretical model

Daniel Chicksand, Jakob Rehme, John Ramsay

Research output: Chapter in Book/Published conference outputConference publication


This paper explores the sharing of value in business transactions. Although there is an increased usage of the terminology of value in marketing (such concepts as value based selling and pricing), as well as in purchasing (value-based purchasing), the definition of the term is still vague. In order to better understand the definition of value, the author’s argue that it is important to understand the sharing of value, in general and the element of power for the sharing of value in particular. The aim of this paper is to add to this debate and this requires us to critique the current models. The key process that the analysis of power will help to explain is the division of the available revenue stream flowing up the chain from the buyer's customers. If the buyer and supplier do not cooperate, then power will be key in the sharing of that money flow. If buyers and suppliers fully cooperate, they may be able to reduce their costs and/or increase the quality of the sales offering the buyer makes to their customer.
Original languageEnglish
Title of host publicationProceedings of the 20th annual IPSERA conference
EditorsFrank Rozemeijer, Martin Wetzels, Lieven Quintens
Place of PublicationMaastricht (NL)
PublisherMaastricht University
Number of pages18
ISBN (Print)978-94-6178-001-0
Publication statusPublished - 2011
Event20th annual IPSERA Conference - Maastricht, Netherlands
Duration: 10 Apr 201112 Apr 2011


Conference20th annual IPSERA Conference


  • value
  • supplier value
  • customer value
  • monetary flow
  • value appropriation
  • value sharing


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