Journal article

Governance and customer value creation in business solutions

Erik Mooi, Vishal Kashap, Marc van Aken

Journal of Business and Industrial Marketing | Emerald | Published : 2020

Abstract

Purpose This paper aims to consider the impact of contractual and normative governance mechanisms on recommendation intent in a context of healthcare and professional lighting where repeat business from a customer is absent. The authors suggest both contractual and normative governance can create recommendation intent, but only when sufficient customer value is created. Design/methodology/approach The authors draw on a combination of survey and archival data from the supplier and customer in the medical equipment and advanced (business) lighting systems industries. The authors analyze the data using seemingly unrelated regression and mediation tests. Findings Contracts and relational norms..

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University of Melbourne Researchers