Managing interaction for learning and value creation in exchange relationships: A commentary

Publication year: 2011
Source: Journal of Business Research, In Press, Corrected Proof, Available online 14 June 2011

Thomas, Johnsen

This paper is a commentary to the paper by Hammervoll published in this issue, which discusses the management of value creation in exchange relationships. Hammervoll’s paper conceptualizes three particular types of interaction: unilateral supplier learning, unilateral supplier development and bilateral learning, and reports on a Norwegian survey to identify links between relationship governance, value creation initiatives and value creation. This commentary discusses the conceptualization and operationalization of these interaction types, identifying potential limitations and making suggestions for further research.

 Research highlights: ► This paper provides a commentary to the paper by Hammervoll published in this issue focused on interaction for learning and value creation within customer-supplier relationships. ► The commentary evaluates the conceptualization of different types of interaction, including unilateral supplier learning, unilateral supplier development and bilateral learning. ► The paper compares the typology of interaction with the supplier development literature. ► The paper suggests that the model need to capture the level of importance of customer-supplier relationships to be part of supplier development initiatives.