Current Research - Value Co-Creation

Value Co-Creation 

Central to the relationship view of supply chain management is the recognition that businesses should be managed in a way that enables value co-creation with key customers and suppliers. Opportunities for value co-creation arise when the capabilities and knowledge that exist within each firms’ organizational functions are leveraged by implementing the eight cross-functional, cross-firm, supply chain management processes. In this research, we show that:

  1. More value is co-created in business-to-business (B2B) relationships where cross-functional, cross-firm teams are implemented.
  2. Financial measurement of value changes both management perceptions and behaviors towards customers and suppliers.
  3. Tools such as the Collaboration Framework and The Partnership Model can be used to develop generate joint initiatives for the relationship and implementation plans that enable value co-creation.


Douglas M. Lambert and Matias G. Enz, "Managing and Measuring Value Co-creation in Business-to-Business Relationships," Journal of Marketing Management, Vol. 28, Issue 13-14 (2012), pp. 1588-1625.

Matias G. Enz and Douglas M. Lambert, "Using cross-functional, cross-firm teams to co-create value: The role of financial measures,” Industrial Marketing Management,Vol. 41, No. 3 (2012), pp. 495–507.

Matias G. Enz and Douglas M. Lambert, "Improving Performance Through Value Co-Create with Key Customers and Suppliers,” Chapter 17 in Douglas M. Lambert, Editor, Supply Chain Management: Processes, Partnerships, Performance, Fourth Edition, Ponte Vedra Beach, FL: Supply Chain Management Institute, 2014, pp. 317 – 336.

Matias G. Enz and Douglas M. Lambert, “Measuring the Financial Benefits of Cross-Functional Integration Influences Management’s Behavior,” Journal of Business Logistics, Vol.36, No. 1 (2015), Article first published online: 10 NOV 2014