VALIT WORK PACKAGE IN TUT: MEASURABLE

VALUE CREATION IN BUSINESS RELATIONSHIPS

20.5.2015 NOVI RESEARCH CENTER 2

The goal of the research package is to study and develop indicators that

communicate the value created in business relationships. This is done by

identifying value functions and developing indicators that illustrate the value

created by them.

• What is the value created in business relationships and how is it

created?

• How can this value be actually measured?

• How can the resulting value and related information be protected?

WORK PACKAGE TARGET

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• Responsible Manager Prof. Hannu Kärkkäinen

• hannu.karkkainen@tut.fi

• Project Manager Hannele Väyrynen

• hannele.vayrynen@tut.fi

• Post Doctoral Researcher Dr. (Tech.) Ilona Ilvonen

• ilona.ilvonen@tut.fi

• Researcher M.Sc. (Tech.) Jari Jussila

• jari.j.jussila@tut.fi

• Project Researcher M.Sc. (Tech.) Karan Menon

• karan.menon@tut.fi

RESOURCES

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RESOURCE MAPPING MODEL IN SOCIAL MEDIA

Reference: Yuan, Qian, Shuqin Cai, and Peng Zhou. "A resource mapping framework for value co-creation in social media." International Journal of Networking and Virtual

Organisations 14.1 (2014): 25-39.

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Value Function Description of the function Example of indicators

Direct Value functions

Profit Refers to the profit

gained from selling product(s) to a

customer.

Profit per service, profit per

customer per financial year

Volume Refers to selling volume of

products to customers

Services provided to quantity or

quality

Safeguard Refers to the possibility of

‘guaranteeing’ a level of business

Customer contract length and

duration

Indirect-Value functions

Innovation Refers to the possibility of product

and process innovation with a

particular customer.

Number of ideas from Customers,

other stakeholders, together with

development of number of new

products or services

Market Access to new markets and new

customer contacts

Customer leads and number of

customer references

Scout Value creation through information Number of customer tips

Access Refers to gaining access to

relevant other actors through a

particular customer.

Number of stakeholder analysis

identified through government

relations

VALUE CREATION FUNCTION FRAMEWORK

Reference: Walter, Achim, Thomas Ritter, and Hans Georg Gemünden. "Value creation in buyer–seller relationships: Theoretical considerations

and empirical results from a supplier's perspective." Industrial Marketing Management 30.4 (2001): 365-377.

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RISK MANAGEMENT FRAMEWORK

1. BUSINESS NEED OR

PROBLEM, EXPECTED BENEFITS

2. KNOWLEDGE IDENTIFICATION

3. THREAT IDENTIFICATION

4. RISK ANALYSIS

5. COST/BENEFIT

ASSESSMENT

6. MITIGATION

7. MONITORING

Reference: Ilvonen, Ilona, Jari Jussila, Hannu Kärkkäinen, and Tero Päivärinta. 2015. "Knowledge security risk management in contemporary companies –

toward a proactive approach."Proceedings of the 48th Hawaii International Conference on System Sciences. IEEE Computer Society, 3941-3950.

DOI=10.1109/HICSS.2015.472

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