The Dynamics of Co-Creative Interaction in Professional Services
Jasmin Baumann
Broschiertes Buch

The Dynamics of Co-Creative Interaction in Professional Services

Prerequisites and Outcomes of Interpersonal and Mutual Value Creation Processes

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Exploring the dynamics of value co-creation in customer-salesperson interaction in professional service industries, this work addresses an important question: How can mutual value be realised when buyers and sellers work together - on a transactional as well as relational basis? As a high proportion of competitive advantage in professional services is derived from social capital and customer insight, this research focuses on the interpersonal interaction of clients and salespeople of six internationally operating knowledge-intensive professional service providers. By capturing this dyadic pers...