Final published version
Research output: Contribution to Journal/Magazine › Journal article › peer-review
Research output: Contribution to Journal/Magazine › Journal article › peer-review
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TY - JOUR
T1 - Supplier-customer engagement for collaborative innovation using video conferencing
T2 - a study of SMEs
AU - Hardwick, J.
AU - Anderson, A.R.
PY - 2019/7/1
Y1 - 2019/7/1
N2 - Co-creation of innovation, as transcending perspective of marketing, is of growing interest in recent years. Developing new products through collaboration is recognised as beneficial to suppliers as well as customers. Businesses face challenges as to how to build and develop close and long-lasting collaborative relationships for innovation success. Owners/managers need to know about which platform to use appropriate for different engagement aspects in the relationship development. The advancement in virtual technology may offer new platforms in enabling customer engagement apart from traditional platforms. This study explores how suppliers and customers are engaged in videoconferencing in their engagement processes in collaborative innovation. Based on an empirical study of in-depth interviews with seventeen owners/managers in biotech SMEs (Small and Medium Sized Enterprise), from a supplier's perspective it reveals that the engagement is processual and has two dimensions for the successful collaborative relationships. Videoconferencing is a platform for engagement when distance is a barrier, it's used in both dimensions of the engagement, and to facilitate cognition and support affect which help form and cement trusting relationships. The authors explain the process of videoconferencing engagement by a ladder of engagement model through social networking theory in building and applying social capital.
AB - Co-creation of innovation, as transcending perspective of marketing, is of growing interest in recent years. Developing new products through collaboration is recognised as beneficial to suppliers as well as customers. Businesses face challenges as to how to build and develop close and long-lasting collaborative relationships for innovation success. Owners/managers need to know about which platform to use appropriate for different engagement aspects in the relationship development. The advancement in virtual technology may offer new platforms in enabling customer engagement apart from traditional platforms. This study explores how suppliers and customers are engaged in videoconferencing in their engagement processes in collaborative innovation. Based on an empirical study of in-depth interviews with seventeen owners/managers in biotech SMEs (Small and Medium Sized Enterprise), from a supplier's perspective it reveals that the engagement is processual and has two dimensions for the successful collaborative relationships. Videoconferencing is a platform for engagement when distance is a barrier, it's used in both dimensions of the engagement, and to facilitate cognition and support affect which help form and cement trusting relationships. The authors explain the process of videoconferencing engagement by a ladder of engagement model through social networking theory in building and applying social capital.
KW - Co-creation
KW - Innovation
KW - Supplier-customer engagement
KW - Supplier-customer relationships
KW - Virtual platform
KW - Videoconference
KW - SMEs (small and medium-sized enterprise)
KW - Biotechnology industry
KW - High-tech
U2 - 10.1016/j.indmarman.2019.02.013
DO - 10.1016/j.indmarman.2019.02.013
M3 - Journal article
VL - 80
SP - 43
EP - 57
JO - Industrial Marketing Management
JF - Industrial Marketing Management
SN - 0019-8501
ER -