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Measuring value and value creation potential in industrial markets Kim Sundtoft Hald, Associate Professor Ph.D.Department of Operations Management
3nd Supply Chain Leaders Forum 2014CBS, 2nd September 2014
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To what extend ….?
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What are the outcomes your supply chain is designed to deliver?
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Outcomes/Value to deliver?
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Both, purchasing and network functions create value for a buyer
Purchasing functions:•Payment•Volume•Quality•Safeguard
Network functions:•Innovation•Information•Access•Motivation
Walter et al. (2004)
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Relationship Value Estimation (ReVEal)
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Relationship Value Portfolio
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An example of a value constellation
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Misalignment across functions
Hald (2012)
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Misalignment will destabilize the relationships
Hald (2012)
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Expected relationship value (ERV)
Hogan (2001)
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Expected relationship value (ERV)
Hogan (2001)
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Research initiative
• We are currently running a research initiative here at CBS.
• Central questions here are:– What is the value of the supply chain?– How can supplier value be assessed?
• Do your firm want to participate or learn more?
• Please send an e-mail to [email protected]